Home » Case Studies » Restaurant equipment and supply distributor saw a decline in sales and needed to examine customer behavior
Restaurant equipment and supply distributor saw a decline in sales and needed to examine customer behavior
Client description:
Food/restaurant equipment and supply distributor
Challenge:
The company had witnessed a decline in sales and increased pressure on margins and needed a comprehensive assessment of their customer base and competitor set.
Methodologies:
We conducted 20qualitative IDIs with thought leaders and competitors and then conducted an online quantitative survey with 684 respondents across the multiple target respondent categories. We also built a market sizing model and analyzed overall market trends and competitive dynamics.
The result:
A detailed report that provided sophisticated data analysis through tools such as Brand Battleground, What Customers Want, Stated vs. Derived decision-drivers. The report included a complex market sizing model built with primary insights and secondary data from the “top down” and the “bottom up.” Our competitive analysis revealed competitive threats previously unknown to the client. Our analysis of price pressures and buyer behavior ultimately supported the conclusion that the increased transparency provide by the worldwide web was a significant threat to margins and a new business model focused on operational excellence would need to be pursued or the company divested.
Geographic scope
US
Industries involved
Equipment & Supplies Distribution,Food and Beverage
Services applied
Competitive Intelligence,Go to Market Strategy,Market Opportunity Study,Voice of the Customer
Methodologies
Advisory,Data Analytics,Qualitative Research,Quantitative Research
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