Industrial products and engineering companies

Industrial products and engineering companies are bedrock of the manufacturing sector. With technology changes happening across global manufacturing these companies must constantly upgrade business functions and be vigilant to remain competitive.

Supporting companies in the engineering space

With a dedicated team of engineers with strong B2B research expertise, AGR has been supporting companies in the engineering space on matters ranging from new markets and applications, new products, supply chain & distribution, competition tracking, customer satisfaction to plant location analysis.

Coverage

Our coverage areas

Capabilities

Industry Landscaping

Industry Landscaping

Industries and markets change with time. Products that were sought after become obsolete with change in technology. Companies need to adapt to the evolving trends and create sustainable opportunities. At AGR, we track industries by studying Economic Scenario, Market Trends, End User Needs, Demand Patterns, Industry Structure, Competition, Product Development, Global Trade and Host of other factors to keep clients abreast with recent developments that help in strategic and tactical planning.

Market Assessment

Market Assessment

Be it for capital equipments for Power Generation, Transmission and Distribution Products, Consumer Durables, Engine, Pumps and Valves, or a wide range of consumable and ancillary products, we have the capability and understanding to conduct in depth opportunity assessment across most markets in the world. Backed by a team proficient in the workings of engineering industry, AGR can support manufacturing companies in making informed decision on entry or expansion strategy whether for a new market, product category or aftermarket.

Supply Chain Analysis

Supply Chain Analysis

In today’s globalized world, different components or subassemblies are manufactured in different locations. It is imperative to have a strong grip on pre and post-production supply chain to control input costs and improve margins. Therefore, it is very important to conduct periodic assessment of various supply elements. In this critical evaluation, AGR uses its domain knowledge derived from successful engagements. The results identify both strengths and weaknesses of the supply ecosystem and through specific interventions deliver considerable bottom line value.

Competitive Intelligence

Competitive Intelligence

Business environment is perennially evolving. Whether there is a change in regulation, or a technology shift, markets are ever dynamic. To retain or grow market share companies constantly strive to be ahead of the curve. In this cut-throat scenario, it is very important to track competition to avoid getting caught off guard. AGR supports clients through detailed analysis of competitor strategies for specific products or geographies. The intelligence gathered helps companies prepare for any onslaught or take preemptive measures to protect business.

Customer Satisfaction

Customer Satisfaction

Customer loyalty determines business success. In the B2B environment, this is even more apparent as there a fewer number of customers that any business can supply to or service. Therefore, periodic assessment of customer satisfaction levels can direct companies to improve on certain pain points helping retain valuable customers and protect turf by denying entry to competitors. To support clients in conducting this critical evaluation, Avalon uses its proprietary tool POSAT that has been successfully applied in several engagements across different products, markets and contexts.

Location Analysis

Location Analysis

For manufacturing companies, location of critical business centers be it production plants or HQs or Branch offices play a key role. It is imperative to have these centers located in right places to derive advantage in terms of Raw Materials, Skilled Manpower, Government Incentives etc. To support companies looking for green field or expansion projects in any geography, Avalon has developed robust tool Project Location Analysis Model (PLAM). The tool is based on dimensional analysis which combines tangible and intangible costs to arrive at an integrated location score. Over several successful engagements the tool has been fine tuned to suit different business and its requirements.

Lead Generation

Lead Generation

Looking beyond the existing pool of customers and scouting for prospects can be a daunting task. For sales enhancement, companies need to devote considerable amount of time and resources to generate results. AGR supports companies in scouting and making the introductory pitch to prospects cutting down sales cycle time and increasing probability of a business transaction.

Use Cases

Cold Chain

Cold Chain

Knowledge partner for CII summit on cold chain by preparing the base paper for panel discussions.

Packaging Equipment

Packaging Equipment

Detailed market assessment for packaging machinery in SE Asia to understand reasons for sales slowdown and market share erosion for a leading packaging equipment manufacturer.

Industrial Belting

Industrial Belting

Market estimation of industrial belting in Chile focusing on industries like paper & pulp, wood, dry and wet food for a leading global industrial belt manufacturer

PUF Panels

PUF Panels

A global leader wanted to evaluate the opportunity for manufacturing PUF panels in India to develop the entry strategy

EOT Cranes

EOT Cranes

A tier I supplier of hoists wanted a detailed understanding of the Indian EOT cranes market for medium & heavy load products for market expansion.

HVAC

HVAC

A global industrial equipment manufacturer wanted to understand customer needs for HVAC products in six Middle East countries to prepare sales plan targeting hospitality industry.

Wire & Cable

Wire & Cable

A global wire manufacturer mandated AGR to evaluate opportunity for power cables to formulate India entry strategy by segmenting high potential end use application sectors.

Compressor

Compressor

A leader in the compressors market wanted to get a comprehensive view of the market to formulate sales target for the compressors business in India.

Compressor

Compressor

A leading Indian compressor manufacturer wanted to get customer feedback for actionable market insights on usage patterns, purchase criterion, selection process, expectation from suppliers etc.

Switchgear

Switchgear

A leading manufacturer of transformers and energy meters wanted to evaluate opportunities in India switchgear market with focus on HV and EHV segments.

Electrical Appliance

Electrical Appliance

An electrical appliance major looking at expanding its manufacturing base in India mandated AGR to analyze 5-6 locations and prioritize for establishing their new plant.

Case Studies

Opportunity assessment for business diversification of a leading Indian material handling player

CHALLENGE

  • A leading Indian material handling player wanted to map the Indian EOT cranes market to formulate a robust entry strategy

APPROACH

  • An intensive scan of the secondary sources and AGR subscribed databases was conducted, to obtain relevant market information
  • AGR conducted workshops and brainstorming sessions with the client team to eliminate/ add relevant products for further evaluation
  • For the shortlisted product categories, AGR conducted in-depth interviews with about 150 firms across various end-use industries
  • Inputs obtained from primary research and secondary search, were validated with industry experts

VALUE DELIVERED

  • The final report was well received by the client team and the research inputs paved way for detailed business plan and strategy development
  • The company successfully integrated suggested offerings as a part of their product portfolio and expanded to several other geographies outside India

Sales planning through detailed analysis of key end use industries a leader in the compressors market in India

CHALLENGE

  • A leader in the compressors market in India as part of its planning exercise wanted to get a comprehensive outside-in view of the market
  • The outcome was to set sales targets and develop future road map for the compressors business in India

Approach

  • The exercise focused on 21 verticals for market sizing after which 4 verticals were selected for deep research
  • A combination of desk research and stakeholder interviews (a total of 100 face to face and telephonic interviews) with contractors, channel partners, engineering consultants and industry association was conducted
  • Extensive customer interviews were done to understand buyer behaviour and competitor perception
  • Data and insights from the above sources were collated, analysed and synthesised into the final market view

VALUE DELIVERED

  • The final report established shift in technology and product types helping the company in sales planning
  • Competitor benchmarking helped in developing future road map

Opportunity assessment and Market entry plan for a Middle East based conglomerate evaluating business opportunity in HV power cables in India

CHALLENGE

  • A Middle East based conglomerate wanted to evaluate business opportunity in HV power cables in India to set up a manufacturing unit in the country

Approach

  • Detailed pan India coverage of power generation, transmission, distribution and industrial end use to map demand, competition, raw material supply and location assessment
  • A combination of desk research and stakeholder interviews (a total of 100 face to face and telephonic interviews) with suppliers, engineering consultants and industry association
  • Data triangulation and analysis to derive addressable market

VALUE DELIVERED

  • The learnings from the study helped the company to identify high growth end use segments and purchase process of power cables in India and decide its market foray

Increasing market share through development of customer centric processes for a Swiss packaging machinery manufacturer

CHALLENGE

  • A Swiss packaging machinery manufacturer was experiencing stagnant sales and loss of customers in key South East Asian markets
  • Determine reasons for the current situation and explore ways to grow market share

Approach

  • Detailed field coverage of 6 South East Asian countries
  • Extensive stakeholder interviews (between 100-150 face to face interviews) with existing and potential customers, competitors, brand owners and packaging raw material suppliers
  • Data triangulation and analysis to derive market insights

VALUE DELIVERED

  • Avalon’s recommendations helped the company identify weaknesses in customer handling, sales process and service efficiency
  • Prepare new set of customer centric processes
  • Increase sales and regain market share from regional competitors

Opportunity assessment for a Japan based global enterprise evaluating business opportunity in specialty food packaging

CHALLENGE

  • A Japan based global enterprise wanted to evaluate business opportunity in specialty food packaging
  • Determine market entry options

Approach

  • PAN India coverage of food categories i.e. dairy items, meat, poultry, ice cream, chocolates, fruits & vegetables etc.
  • A combination of desk research and stakeholder interviews (between 120-140 face to face and telephonic interviews)
  • Data triangulation and analysis to derive insights

VALUE DELIVERED

  • Avalon’s recommendations helped company to identify market opportunities and value chain dynamics in specialty packaging in fresh and processed food segment and devise entry plans in India