Business Challenge
A leading industrial equipment manufacturer wanted to understand the preference of the customers for its residential and non-residential plumbing fixtures and fittings products.
Situation
The client wanted to understand and identify the decision-makers and influencers in the buying process, perceived benefits, satisfaction and attitude toward various brands, and the purchase channels for its product segments.
Approach
We conducted customer surveys with 50+ respondents through both telephone and online interviews to evaluate critical parameters regarding the preference and purchase of plumbing fixtures and fittings for residential and non-residential usage.
Impact
Based on our insights, the client was able to determine the major purchase channels and attitude of customers (for local vs. international brands) and realign its sales and pricing strategies to fulfill the changing customer requirements.
