Market Entry, Assessment & Tracking

As competition intensifies and markets change more quickly than ever, the need for up-to-the minute research and intelligence has never been greater.

This is particularly so when information is needed to evaluate market size, market opportunities and routes to market. Our market entry, market assessment and tracking studies are all geared towards answering some of the most difficult of business questions.

B2B International is able to give assurance to our clients through a wealth of knowledge on researching and assessing business-to-business markets. A collection of articles on the subject are shown below:

 

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Infographic: How much is your brand worth?

Determining the value of a brand is not an easy task. Here are some step-by-step analysis pointers that will help you to establish its value. Want to link to this image?...

Infographic: Turning a profit

To increase the efficiency of a product life cycle, market research should be implemented at each stage, starting from pre-birth, right through to old age. Want to link to...

Infographic: Where are you growing?

With the growth of a business, comes the need for global expansion into foreign markets. We have come up with six simple strategies to ensure your business achieves international success.

White Paper: Small Businesses - An Anthropological Insight

If you are reading this White Paper, you most probably work for a “corporate”, that breed of company that employs hundreds of people and has revenues of millions if not billions of dollars. Big ...

White Paper: Guiding Acquisitions and Investment Policy

The sizeable sums involved in acquisitions, and the dire implications they have on a company's future, demand that these decisions are in the hands of the senior team running the...

Article: Entering China

It is tempting to talk of ‘developing markets’ as a homogenous group characterised by rapid growth, low cost labour, inequality between rural and urban areas, and a rapidly growing middle class. The danger of this approach is that the substantial differences between countries such China, India, Brazil and Russia can be overlooked, leading to misunderstanding and ultimately bad business decision-making. China is distinct from other developing markets in a number of important ways, all of which have strong ramifications for marketers. To begin with,...

Article: Recommended Marketing Strategies In Developed And Developing Markets

Interest in developing markets such as China, India, Brazil and Russia has increased rapidly over the past ten years, meaning that market research and intelligence agencies are exploring a wider variety of geographies than ever before. This presents numerous challenges throughout the market research process, for fieldworkers, managers and analysts alike. This article discusses perhaps the most important issue of all – the different insights that tend to arise in different geographies. In particular, how do the critical marketing success factors in the d...

Article: Intelligence To Make You International

Ten ways in which business-to-business market research will make your business an international company. Market research and market intelligence do not enjoy the most dynamic of reputations throughout company board rooms. Marketing departments often see surveys as little more than a raw data resource, to which they then add the main value. CEOs criticise surveys as lacking the business context necessary in order to be actionable, while sales teams often deride market research as unnecessary window dressing. In reality, however, good quality market...

Market Sizing: Is There A Market Size Formula?

Two key questions unlock the door for the strategic plans which marketing directors have to prepare on any product or division within their company. These are: Where are we going (with the product/division)? How are we going to get there? In order to answer these questions, answers are needed to a host of supplementary questions and, within the "where are we going?" poser, market size is an important component. Knowledge of market size lies at the nub of strategic planning.

Article: Market Sizing In China

One of the main objectives for many companies when carrying out research in China is to establish the size of the market. Market size information can be used to gauge the overall size of the opportunity, to prioritize segments of the market for special attention and to inform future product development and marketing strategies. However, market sizing is challenging in any market, and the fact that many companies come to China with a low initial base of knowledge makes the market sizing process even more challenging. There is a growing demand for market...

Article: The Growth Opportunity

Manufacturing enterprises have long experience of turning adversity to their advantage. David Baggaley at Locate in Leeds picks up some lessons on how to seize the moment and overcome the risks. Manufacturers know all about survival. Despite a steady decline in numbers employed over the last 30 years, the UK remains the world’s sixth largest manufacturer by value. How have enterprises kept themselves in the game when conventional wisdom suggests that they will continue to struggle against low-cost c...

Article: Assessing A Sales Area's Potential

An outline of six methods of arriving at logical sales targets... Directories It should be a matter of course for sales-teams to screen hardcopy, CD-ROM or on-line directories for companies which fit the class of industry to which they sell. The source can vary from the maps and lists sold by Market Location, to Kompass, the Commercial Classified directories and the appropriate trade journals. A straight count of the companies within a region may be a guide to the potential for a product. If, for example, one knows from experience that lithographic...

Article: Market Research And Sales Managers

The essential element of the sales manager's survival kit is good information, particularly in four areas: the company's sales, the structure of' the market, detailed knowledge of buyers and the strengths and weaknesses of the company vis-a-vis the competition. Know The Company's Sales Every company is sitting on a wealth of information which need not be difficult to revamp into a form which is useful. The first requirement is very simple: a regular (at least monthly) list of the company’s top twenty customers showing their purchases for the latest...

Case Study: Market Assessment & Sizing

Our Client is a global producer and supplier of soda ash and associated alkaline products. Our Client had seen a demand for one of their products, in a relatively new application for them, grow substantially over the last 12 months but they were unable to grow sales in the sector due to lack of product. They therefore required market research to help them substantiate investment in a new production plant that would supply Europe and Africa. The key questions they wanted answers to included: Is the market big enough to interest...

Case Study: Market Monitoring

In the competitive shower market keeping track of the company brand and continually monitoring it against competing brands is critical. B2B International was required by 3 of the leading UK shower manufacturers to track plumbers’ awareness, views and use of UK shower brands over time. Methodology In order to accurately track brand awareness (or any other i...