INDUSTRIAL DISTRIBUTION
INDUSTRIES > INDUSTRIAL DISTRIBUTION
The industrial distribution sector is experiencing a transformation, enabled by technology, necessary to align with new customer expectations and to compete with business models increasingly similar to B2C.
The analysis of the company positioning, with respect to its own market and to direct and indirect competition, becomes central to develop the re-positioning of the offer and the service to the Customer. Cambryan supports client companies through sector-specific methodologies developed in the last ten years that have allowed - through measurable indicators - the business development in line with the previously agreed strategies.
Capabilities
Support to Strategy
Competitors Analysis
Pricing
Market Analysis
Business Planning
Intellectual Property
Participation to EU Funds
Funds research
Services for Industrial Distribution
Fierce competition compels Companies to pay increasing attention to pricing. Price is fundamental in every competitive strategy, especially because it expresses one of the marketing mix key variables.
Cambryan offers a full range of services for the companies interested in reviewing her pricing policies or in updating her catalogues with an eye on the competition.
Following a rigorous analysis of the firm’s positioning in the market, which includes a quantitative and qualitative assessment of competitors’ prices, it is possible to determine the strategic pricing options suited to the competitive environment.
Based on the specific needs of the Client, 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 Client's requirements. The market of suppliers is constantly monitored and new entrants are contacted, visited, analysed and clustered prior to be validated as potential opportunities
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.
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.
Cambryan can help Customers in extraordinary operations such M&A or Turnaround management with the involvement of its skilled advisors to analyse the Company from an internal and an external perspective.
We act supporting the organization in collecting and analysing data, thus extracting valued information for strategic decisions.
The intersection between market analysis and company internal data allows us to create models that describe how the business works and where are the levers for the company development in terms of internal optimization structure and possible external actions.
BUSINESS CASES - INDUSTRIAL DISTRIBUTION
Company acquisition in
hardware&tools sector
BUSINESS CASE - SUPPORT TO M&A
To analyse the hardware business in Italy and its value chain to evaluate the case of a potential acquisition. The value chain has been analysed thus identifying which are the direct competitors and their characteristics (by geographical position, dimension, market shares) in comparison to the target company to be acquired. The report has given sufficient information to confirm the interest of the acquisition, that should be completed with a Cambryan M&A advising partner.
DELIVERABLES
Market Analysis - Financial analysis - SWOT analysis - M&A integration analysis
Promotion Price sensitivity analysis
BUSINESS CASE - PRICING
Defining online promotions on 4k+ top seller products for our client, a Dutch distributor of industrial goods with an e-commerce channel generating a daily average of 30k visits and 1k orders, and measuring price sensitivity and relation with websearch positioning.
The project, held on a 6 months basis, helped to redefine list prices for the new catalog bringing a total +32% of revenues and +17% gross margin on the 4k+ top sellers analysed.
DELIVERABLES
Price Benchmark - Competitors Analysis - Price set-up
Start-ups scouting for M&A project
BUSINESS CASE - SCOUTING
The client, a french listed multinational working in the wholesales industry, required a scouting in the German market of new entrants having a strong digital business model and approach.
We modeled the characteristics of required target companies and, with a multi-methodology funnel approach, we filtered the original 2440 companies highlighting the 27 most interesting.
The client then proceeded with an M&A advisory specialized firm.
DELIVERABLES
Report on modelisation of Industry - List of potential targets for acquistion
Identifying most potential Customers
BUSINESS CASE - MARKET DEVELOPMENT
The project aimed to identify the most potential customers within the 35k companies on the Client's CB.
A customer segmentation was performed on the previous 8 years business relations with parameters belonging to different type of mixed ext+int data. We have found Clusters in which different type of companies are grouped and different actions must be set. After 6 months of actions, the growth of selected customers with actions is double compared to the customers where no action is yet being done.
DELIVERABLES
Cluster analysis - Potential clients list
Category and pricing optimization
BUSINESS CASE - PRICING
A French group, selling through retail and e-commerce channels, was facing inhomogeneities on categories contents and prices due to a lack of market analysis in the previous years (cost-plus vs market price). We launched a 1.5 yrs project to build a matching codes matrix (55k cells) and an on-line price monitoring to highlight areas where range of offer was not coherent and where opportunities of raising prices were possible. At the end, a product gross margin of +12% was obtained (with revenues of +6%).
DELIVERABLES
Price benchmark - Competitive landscape - Product offer rationalisation
Various Market and Competition studies
BUSINESS CASE - MARKET INTELLIGENCE
Along the past 10 years, Cambryan advisors has performed a number of projects in B2B industries with the aim of discovering and exploring new market opportunities and threats.
Our customers have taken advantage of the know-how and skill in collecting and analysing macro and micro economic data from various sources with a methodology that has been structured and industrialized in these years, allowing us nowadays to connect external data with internal data.
DELIVERABLES
Various Market Intelligence reports