AUTOMOTIVE
INDUSTRIES > AUTOMOTIVE
Providing consultancy services to an industry that is complex and competitive such as the Automotive industry, requires skills, experience and capabilities that Cambryan owns with an evident and measurable track record.
OEMs at various degree of structure and suppliers find a valid support with Cambryan on the definition of their strategies.
The Automotive projects in which Cambryan operates are various and heterogeneous, due to the variety of Customers sub-industries and structure. Each one of our Customers has specific needs in different period of its life, wether they are in a startup phase or a well recognized player in the Industry.
The approach of Cambryan is aimed to analyse and synthesize in order to propose a strategy and a road map to address, work together with its Customer during the implementation.
Capabilities
Engineering for Marketability
Support to Strategy
Competitors Analysis
Design Validation Plan
Homologation & Certification
Market Analysis
Business Planning
Intellectual Property
Freedoms To Operate
Participation to EU Funds
Funds research
Services for OEMs
Based on the specific needs of the OEM, wether due to supply chain issues or due to new technologies to be implemented, Cambryan can deliver a list of opportunities that are fit to the OEM requirement. The market of Tier1 and Tier2 suppliers is constantly monitored and new entrants are contacted, visited, analysed and clustered prior to be validated as potential opportunities
At Cambryan we don’t confuse design with engineering. We are skilled to engineer a project, to make it appealing for the market and sustainable in terms of costs for the OEM. The design of systems and components is performed through third party suppliers skilled on specific technology and the Design For Manufacture is our priority during the development of the engineering phase.
When a new product is going to be designed, Cambryan supports the OEM in the developing of the go to market strategy analysing the target markets and identifying key drivers of the market demand. The presence of competitors is analysed in order to define the correct positioning for market entry and local partners and distributors are proposed.
Innovate or die. We are in the era where disruptive innovation is taking place both regarding business models and technology. The cost at OEM for being continuously up to date with its own internal structure is high. Cambryan helps the OEMs with its knowledge and network by rating suppliers innovation with a multi methodological approach that includes visits at suppliers’ premises and early stage audits.
Services for Suppliers
At Cambryan we have a multi-disciplinary approach to Market Intelligence. The analysis is structured along consecutive steps.
Market Analysis - Identifying the context in which the Company will operate, understanding the total addressable market and defining the actions opportunities are three fundamentals steps to define Company strategy.
Competition Analysis - One of the priorities for the Company is to analysis competitors that are currently holding market shares or that will hold them in the future. Cambryan experiencies allows to structure the methodology to gather information on market positioning, product offer, financial performances and to finally analyse the data and resume them in a way to allow our Customer defining its strategy.
Benchmark Analysis - Wether the Customer is interested in a product benchmark or a Company performance benchmark, Cambryan can support and lead the activities.
The above steps can lead to the decision for our Customer to re-position itself hence receiving from Cambryan the advicing in this delicate phase.
The development of the business, from a commercial perspective, is one of the key services Cambryan offers to Companies across industries. Skilled Cambryan advisors define with the Customer its intent and the objectives. Different approaches can be implemented depending on the need of the Company.
Identifying target Markets - The new market is identified by Cambryan advisors together with the Customer through some industry specific indicators, each one related to a specific operational strategy. The company therefore starts to be informed about most interesting markets to entry with a product or a line of products, within the constraints previously defined.
Defining strategy for the Go to Market - Once the target markets are identified, or in the case the Customer has previously defined on its own the desired markets to enter, Cambryan advisors helps to analyse the market demand and competitive landscape (see Market Intelligence services) to deliver a road map for its Customer to go to market.
Finding new Leads - Depending on the industry and on the market, Cambryan can propose a list of potential leads fitted for the specific strategy defined with the Customer.
Cambryan can support the development of the new business in a further way with its advisors as interim business development managers.
It's not unusual that Companies understand since the beginning of their project development that further players are needed in order to strenghten their whole position with regards to a specific goal (adding innovation content to their product, being more credible towards new customers, entry in a new market where the competition is hard,...). In this case Cambryan can help the Company in building, from a technical point of view, partnerships that are compliant with the final goal.
The partnership is studied and defined in a way that companies structures and legal considerations are well considered and supported.
Wether the Customer project is defined in its boundaries or the project is the company business development itself, the Cambryan advisors skilled for that specific industry can be involved for a medium-long term to develop the project.
Cambryan has supported on medium-long terms companies and organisations to grow and develop the business from both external (business development) and internal (process optimizations) approaches.
The advisor becomes a counselor of the top Management or the owner and can take a defined role within the Company in a medium-long term of engagement.
Cambryan can help their Customers in a specific period of running changes to be supported from a financial perspective. This is usually part of a broader involvement by Cambryan and can be guaranteed at the highest levels due to its network of Private Equity and Venture Capital companies skilled on industries in which Cambryan is skilled.
The ability and experience on analysisng markets and work on companies structure, allows Cambryan advisors to be a valid support on the preparation of Business Plan for the presentation of funds requests to the above mentioned funds and to Country and Continental funds (for example Horizon2020 projects and beyond)
BUSINESS CASES - AUTOMOTIVE
Market Analysis for Sports cars OEM
BUSINESS CASE - SUPPLIERS SCOUTING
The Client was interested in understanding further opportunities of Tier1 suppliers within Italian market. A quantitative and qualitative analysis of the market was provided and twelve potential suppliers were proposed describing strengths and weaknesses for each one. High level meetings were arranged at the suppliers' premises and at the end, a Tier1 supplier of body parts was retained (its turnover to the Client in 2018 has been approx 30 M€).
DELIVERABLES
Market Analysis - Suppliers financial analysis - SWOT analysis - Suppliers Data sheets
Business Plan for
EU Fund Horizon 2020
BUSINESS CASE - BP FOR FUNDS
The Client (with its German and Austrian industrial partners) asked the support in writing the Business Planning to answer to European Union’s Horizon 2020 research and innovation programme, under H2020-FTIPilot-2015-1. The project is related to an innovative product entirely manufactured in CFRP, with a weight saving between 30% and 50% compared to competitive technology.
The project won the 1st place in the call (section: engineering), with a budget of approx 2.5 M€.
DELIVERABLES
Technical document - Market Analysis - Competitive landscape - SWOT analysis - Road map
Finding Leads for a French Tier1
BUSINESS CASE - NEW MARKET DEVELOPMENT
After an acquisition of a new production plant, a commercial development was required by identifying new prospects. We analysed the business sector identifying the competitors and their customers and we identified the market shares of each competitor/customer and future needs from OEMs. As a consequence, we proposed a list of prospects that were contacted directly by the Tier1 salesforce.
DELIVERABLES
Market Analysis - Competitive landscape - Leads contacts
Engineering the chassis and body for an EV
BUSINESS CASE - ENGINEERING AND SUPPLIERS SCOUTING
The Client, in the feasibility phase for the design of an electrical vehicle, asked the support to perform a cost engineering study of the chassis and body in composite technology.
The need of potential suppliers that would have the possibility to meet the defined target and design was a driver for a suppliers scouting phase that was performed after the initial design work.
DELIVERABLES
Technical document - BOM - Suppliers contacts
Developing Testing activities Company
BUSINESS CASE - BUSINESS PROJECT MANAGEMENT
The Final Client (OEM) was interested to outsource Prototypes Assembly for Testing activities.
On behalf of the identified Supplier, it has been setted up the Operations, Methodologies and Management System also leading the commercial issues with the OEM, supplying the services required.
Nowadays the newco is operating on different kind of project with different degree of complexity with the OEM with good feedbacks from the Supplier’s and OEM’s Management.
DELIVERABLES
Market Analysis - Competitive landscape - Leads contacts
DVP and Homologation Strategy preparation
BUSINESS CASE - ENGINEERING FOR MARKETABILITY
Several Clients (small series Manufactures, especially EV) asked support for DVP and Homologation Strategy preparation.
DVP has been prepared, managing internal/final customer requirements and identifying the right approach and proceeding to prepare the business plan for product development.
Support for testing phase has been provided
DELIVERABLES
Technical document - BOM - Suppliers contacts