Assessment of Russian industrial diesel engines market

Key benefits: Improved strategy in the country by concentrating on the most promising segments and client types. Since the study,  the customer’s engine and spare parts sales have been increasing annually on average by 40% and 70%, respectively.

Need

One of the world’s leading producers of industrial and marine engines wanted to understand the potential of industrial diesel engines market in Russia in order to decide on whether to invest more in business development in the country.

Application: Strategic Planning

Geography: Russia

Approach

Secondary research was supplemented with expert interviews. After the analysis, recommendations on how to increase sales were made, including required product portfolio, most promising target segments and promotion initiatives.

Methods: Secondary research and 25 in-depth interviews with potential customers, analysis.

Solution

The customer was provided with an analysis on the following parameters: market size, position of key competitors, key demand drivers, main market trends, and key decision making factors. Based on the analysis, a forecast of market development was made. Finally, the customer’s potential to increase its market share was estimated and recommendations on necessary initiatives were made.