Our client, one of the leading platforms for spare parts trading and distribution, faced intense competition and increasing demands from professional buyers. This created significant pressure on profitability.
However, the company possessed unique competencies in a specific product category that could potentially provide higher margins.
The client aimed to establish market leadership in this category and sought assistance in making well-informed decisions with their limited resources.
- Problem
Limited resources posed a risk of making incorrect investments in products, services, and marketing initiatives. Failing to achieve the desired goals could result in substantial financial losses for the client.
- Request
The client sought a limited set of tools encompassing marketing strategies, optimized business processes, IT products, and additional services. The aim was to rapidly and effectively drive revenue and EBITDA growth in their prioritized product category.
- Solution
To address these challenges, our Peoplr team executed a Customer Development project. This project involved collaborating with over 50 service stations, insurance companies, and service brokers across more than 10 regions in Russia.
- Result
The implementation of our recommended initiatives yielded outstanding results for our client:
1. Substantiated tools selection:
Through extensive research, analysis, and strategic evaluation, we identified the top five priority tools. These tools were meticulously chosen to maximize revenue and profitability in the targeted product category. Additionally, we identified five "second horizon" initiatives to further enhance the client's market position.
2. Discovery of a new market opportunity:
Our comprehensive analysis revealed an alternative business model opportunity. This potential opportunity, if implemented through a subsidiary company, could unlock additional growth prospects for our client.
3. Rapid sales growth:
With the implementation of our recommended initiatives, our client swiftly achieved double-digit sales growth in the prioritized product category within the first two months.
This notable outcome demonstrated the effectiveness of our strategies and provided the client with a significant competitive advantage.
