COMPOSITES AND LIGHTWEIGHT
INDUSTRIES > COMPOSITES AND LIGHTWEIGHT
The evolution related to innovative lightweight materials, such as composites materials and special aluminium and steel alloys, have enabled the development of many businesses in industries as the automotive, aerospace and industrial applications.
Such development of a sector has firstly been observed within country boundaries, but the innovation content allows to succesfully perform business development actions across foreign markets to meet specific needs on specific industries.
Cambryan supports its Customers in their development strategy, with proven skills in strategic marketing and market intelligence that can bring to a further involvement in business development and interim operation execution.
Capabilities
Engineering for Marketability
Support to Strategy
Competitors Analysis
Design Validation Plan
Homologation & Certification
Market Analysis
Business Planning
Intellectual Property
Design For Manufacture
Participation to EU Funds
Funds research
Services for Composites & Lightweight
Cambryan advisors of composites and lightweight materials can support the OEMs that are willing to introduce innovative technologies into their projects in the design of products from a manufacture point of view in order to make the final product design efficient with future needs of production and cost wise sustainable for the project
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.
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.
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
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 - COMPOSITES AND LIGHTWEIGHT
Composites Body Panels engineeering for an OEM
BUSINESS CASE - DESIGN FOR MANUFACTURE
The Customer, a car manufacturer, was willing to introduce composites panels for the body of their new Programme car. Cambryan advisors supported the Customer's engineering, purchase and quality departments during the design, prototype and pre-series phase from a perspective of Design For Manufacture.
The car entered in production without delays and with expected quality.
DELIVERABLES
DFM (Design For Manufacture) - Cost curve analysis and control - Support to Purchase dept.
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
Market development for an Aluminium Group
BUSINESS CASE - NEW MARKET DEVELOPMENT
The Client, a multinational group in the transformation of aluminium panels, asked support on its strategy to enter on a new European market.
Cambryan analysed the market and the competition landscape identifying opportunities and threats and finally identified a set of potential new customers based on the panel of existing customers of our client (cluster analysis). The Client, in a three years time, created a business of approx 20% of its total revenues.
DELIVERABLES
Technical document - BOM - Suppliers contacts
Composite chassis study for an EV derivative
BUSINESS CASE - DESIGN FOR MANUFACTURE
The Client, an automotive manufacturer specialised in derivative cars, was developing a new urban vehicle and was interested to evaluate the opportunities given by a full composite chassis and body. The market price was limited hence the materials and technologies proposed were a compromise between structural performances and cost.
Together with proposed technologies, a list of related potential suppliers were given.
DELIVERABLES
Competitive landscape - DFM study - Suppliers scouting
Market analysis for aluminium technology
BUSINESS CASE - SUPPLIERS SCOUTING
Cambryan advisors have been involved by an Automotive group to analyse the European market for a specific technology and its related supply chain within aluminium sector.
A multi source approach has been adopted to find indicators and data, and a further analysis on potential players has been performed.
The study has allowed the customer to source supplier with a risk management approach.
DELIVERABLES
Market analysis - Suppliers data sheets - List of opportunities