Desk Research involving telephone interviews in Australia

The project involved identification of existing research and then a program of telephone interviews with key end users, resellers of dust control equipment and with major suppliers into the market, both component products and complete systems.

Some 50 interviews were conducted with end users and resellers and a further 10 interviews with key suppliers in the market. Additional interviews were conducted with opinion formers, eg. government departments, editors of relevant journals and trade associations that were identified during the course of the research. Key interview summaries were provided to the client.

The project was extremely successful in identifying the true market situation for the client in Australia and identifying more clearly action required to improve the subsidiary’s performance in its market.

Assignment 2: An international supplier of beer dispense equipment wished to establish the market priorities for it’s international business, ie. which markets would offer the largest opportunity in terms of product sales with the minimal barriers to entry.

Desk Research and Telephone Interviews

Drawing on both published research and information from a specialised consultancy, an analysis of the world market by country for beer consumption, was undertaken in order to establish the major international markets for beer dispense equipment, relevant to draught as opposed to bottled beer.

From this information key international markets were identified, requiring more in depth research since volume of beer consumption did not automatically equate to the maximum potential for beer dispense equipment.

Telephone interviews were conducted in key markets identified to establish the market size in each of these markets alongside the competitive situation, key players etc. and an assessment of the existing routes to market (distribution channels).

The results of this research proved extremely valuable to the client’s international marketing team as a background to negotiations with potential partners and distributors, alongside a clear identification of the priorities for time and resource commitment.

Assignment 3: A new entrant into the U.K. cross flow microfiltration market for industrial processes, wanted to identify the market size in value or volume, those segments which offered the greatest potential for microfiltration, identification of the key players, their market shares and to establish what impact, if any, current environmental legislation was having on the market.

Desk Research including telephone interviews with key suppliers and major end user customers.

Following the initial stage of desk research identifying published research in the field of microfiltration a considerable amount of research was unearthed, of which the client was not aware. This produced current and forecast estimates of microfiltration sales by country and by end user category.

Alongside provision of this analysis, interviews with major customers and some key suppliers unearthed considerable information regarding the identification of which market sectors had the greatest potential for cross flow microfiltration.

As a result the client was able to make a well-informed decision to enter the market with a product manufactured in house.