Project Background

Industrial electrical distribution refers to the industry that purchases industrial electrical equipment and devices from manufacturers or importers and then provides products and services to end users or other intermediaries through its own sales network and service capabilities. The industrial electrical distribution industry is an important part of the industrial electrical equipment industry and an important link between manufacturers and users.

In recent years, with the adjustment of China's economic structure and the continuous growth of investment in fixed assets, the market demand for industrial electrical equipment has been expanding, which has led to the development of the industrial electrical distribution industry.

The client company hopes to enter the industrial electrical distribution market, provide high-quality consulting services to customers in this industry, and at the same time expand new business areas and increase revenue sources for itself.

Customer pain points

Before deciding to enter the industrial electrical distribution market, the customer company faces the following problems:

-What is the competitive landscape of the industrial electrical distribution market? What are the major benchmark companies? What are their strengths and weaknesses?

-What are the customer needs in the industrial electrical distribution market? What are the potential customer groups? What are their expectations and requirements for consulting services?

-How does the client company develop an effective market entry strategy? Which target markets should be selected? What channels and methods should be used for promotion and marketing?

-How does the client company provide distinctive consulting services? What standards and methods should be used for project management and quality control? How should the project effectiveness and customer satisfaction be evaluated?

Project Purpose

20237In January, in order to address the above issues, Sunp Consulting was commissioned by the client company to conduct a consulting project on the entry of the industrial electrical distribution market. The project aims to provide the client company with the following suggestions through in-depth research and analysis:

-Status, trends, opportunities and challenges in the industrial electrical distribution market;

-Competitive analysis of the industrial electrical distribution market, including identification, evaluation and positioning of benchmarking companies;

-Customer demand analysis of the industrial electrical distribution market, including customer segments, characteristics and preferences;

-Market entry strategy, including the selection, positioning and segmentation of target markets, as well as the identification and implementation of channels and modalities;

Research object

In order to complete the project, we used a variety of research methods, including literature analysis, enterprise research, questionnaire survey, case study, etc. Our research subjects mainly include the following three categories:

-Relevant institutions and experts in the industrial electrical distribution industry, such as industry associations, media, research institutions, consulting companies, etc., have investigated10experts;

-Major benchmark players in the industrial electrical distribution market, suchABB, Schneider, Siemens and other internationally renowned brands, as well as large domestic distributors, a total15Relevant information on benchmarking enterprises;

-Potential customer groups in the industrial electrical distribution market, such as end-users of industrial electrical equipment or other intermediaries, have issued a total200A questionnaire was collected.180a valid questionnaire.

Project Content

According to the purpose of the project and the research object, we divided the project content into the following five parts:

-Market status: introduce the characteristics, scale, structure, growth momentum and constraints of the industrial electrical distribution market;

-Competitiveness Analysis: Using Porter's Five Forces Model andSWOTAnalyze the competitive situation and competitive advantages of the industrial electrical distribution market, identify and evaluate the strategies, capabilities and performance of the main benchmark enterprises, and provide the corresponding competitive strategies for the customer companies;

-Customer Needs Analysis: ApplicationKANOModel and cluster analysis to analyze the characteristics and levels of customer demand in the industrial electrical distribution market, divide and describe different customer groups, and provide customer companies with corresponding customer strategies;

-Market entry strategy: applyingSTPmodel and4PModels to develop appropriate market entry strategies for client companies, including target market selection, positioning and segmentation, as well as product, price, channel and promotion strategies;

-Consulting service plan: according to the core competitiveness and customer needs of Shangpu Consulting Company, design a consulting service plan with characteristics and value for the client company, including service content, process, method and standard, and establish a mechanism for project evaluation and improvement.

Project Value

Through this project, value is obtained in the following areas:

-Have a comprehensive and in-depth understanding of the industrial electrical distribution market, grasp the current situation, trends, opportunities and challenges of the market;

-Have a clear and accurate understanding of the competitive landscape of the industrial electrical distribution market, clarify their own advantages and disadvantages in the market, and how to deal with benchmark companies;

-Have a detailed and systematic analysis of customer needs in the industrial electrical distribution market, identify the characteristics and preferences of different customer groups, and how to meet them;

-Have an effective and practical market entry strategy, defining your target market, positioning and segmentation, as well as product, price, channel and promotion strategies;

-Have a unique and efficient consulting service program that provides distinctive service content, processes, methods and standards, as well as project evaluation and improvement mechanisms;

-Provide professional and high-quality consulting services to customers in the industrial electrical distribution market, improve customer satisfaction and loyalty, and increase customer re-introduction and re-purchase rates;

-Expand new business areas and increase revenue sources for client companies, enhance the company's brand awareness and market share, and enhance the company's competitiveness and development potential.