Chemicals

Objective

• A large textiles company wanted to run a brand track wherein they wanted to track customer decision making process, usage trends, brand funnel, NPS & experience

Methodology  

• Conducted in-depth interviews with procurement managers of end-use clients to understand key decision-making process for sourcing raw materials, usage trends and key considerations (N = 15) 
• Conducted quantitative survey (N = 150) with small and mid-sized clients of textiles company on a quarterly basis to understand NPS, key strengths and improvement areas, brand funnel and how these are changing with time 
• Conducted quantitative survey (N = 50) with small and mid-sized clients of competitor firms on a quarterly basis to understand relative NPS, strengths and improvement areas  

Impact / Outcome 

• Client understood key strengths and improvement areas to increase share of wallet of its key customers, and also for acquiring new customers

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Objective

• The client wanted to understand market opportunity for specialty agrochemicals in India  

• Sized the agrochemicals market in India and estimated growth in the next 5 years, taking into account key growth drivers, end-users and regulatory scenario 
• Study included understanding the supply scenario and key challenges and bottlenecks via primary interactions with major players operating in India (N = 10) 
• Primary interactions with key end-users to understand demand scenario, specific requirements and pain points (N = 30) 
• Secondary research and literature review were carried out to understand the above points.  

• Sized the India market and estimated growth for next 5 years 
• Client was able to understand key demand nuances and requirement gap, and how their value proposition can win long term customers 

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Objective

• A mid-sized textiles company wanted to understand best practices for raw material replenishment and receiving by mapping the process followed by key competitors 

• Conducted in-depth interviews with manufacturing plant managers and procurement teams of key competitors to understand their raw material replenishment process end to end (N = 20) 
• Conducted in-depth interviews with warehouse managers and staff to understand warehouse receiving process starting from receiving, inspection and storage) (N = 25) 
• Created flow charts to explain the processes in detail, recording nuances by geo, raw material type and vendor size 
• Identified best practices and formulated the ideal replenishment and receiving process for the client 

• Client understood and was able to create a replenishment and receiving process to minimize production stoppages, maximize capacity utilization and also control costs 

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Objective

• A mid-sized paints manufacturing firm wanted to benchmark price of dyes & pigments offered by vendors / distributors in the market as well the margins earned by them, in order to shortlist L1 & L2 vendors 

Methodology  

• Conducted in-depth interviews (N = 25) with vendors and distributors of dyes & pigments to understand their procurement price, terms of sourcing, rate contracts and margins 
• Conducted in-depth interviews (N = 40) with end customers using dyes and pigments as raw materials to understand the price at which they are able to source the raw material (also the price quoted and room for negotiation), their L1 & L2 vendors and key drivers behind the decision.  
• Conducted in-depth analysis to benchmark price and margin of dyes and paints offered y vendors and distributors in the market, and other considerations to recommend L1 & L2 vendors for the client. 

Impact / Outcome 

• Client understood pricing and margins of dyes and paints in the market, and was able to shortlist L1 & L2 vendors 

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Objective

• A mid-sized dye manufacturer wanted to streamline its vendor onboarding process and wanted to parameterize vendor selection for key raw materials.  

• Conducted in-depth interviews with company stakeholders in the purchase and manufacturing functions (N = 10) to understand current vendor onboarding process and key requirements 
• Conducted in-depth discussions with current vendor base (N = 45) to understand feedback on the current onboarding process, challenges, and key improvement areas 
• Conducted interviews with key competitors (N = 7) to understand benchmark onboarding processes and understand best practices  

• Client reformulated the vendor onboarding process reducing number of touchpoints for the vendor and complexity of the overall process 

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Objective

• An Indian based industrial explosives manufacturer wanted to expand internationally and conduct a deep dive study in terms of primary and secondary research for assessing the market in terms of fragmentation, regulations for launching in the country, taxation policies, etc.  

Methodology 

• Detailed study was conducted on the shortlisted countries through secondary and primary research with the industry experts of the country. 
• Minute details in terms of sourcing, payment terms, pain points of different relevant stakeholders and others were presented in detail which could impact the decision of the investments. 
• Primary discussions with key players in shortlisted countries were undertaken to understand on ground realities (N = 15) 

Impact / Outcome 

• Helped the client to identify a market of USD ~3B for industrial explosives after incorporating the inputs from the market along with the existing pain points which helped them to understand their value addition for the market. 

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Objective

• A mid-sized polymer manufacturing firm wanted to understand the decision-making process for polymer vendor selection, their key pain points with a view to improve customer experience and retain customers. 

Methodology  

• Conducted in-depth interviews (N = 40) with procurement managers of end-use clients of polymer manufacturing firm to understand key considerations going into making decision regarding polymer vendor, key vendor selection criteria, purchase and usage experience, and pain points. 
• Conducted in-depth interviews (N = 15) with procurement managers of end-use clients of competitor polymer manufacturing firms to understand key considerations going into making decision regarding polymer vendor, key vendor selection criteria, purchase and usage experience, and pain points. 
• Conducted in-depth analysis to understand key pain points of customers, and how client can offer a value proposition to solve for the pain points and provide superior customer experience. 
• Conducted quantitative survey (N = 50) with small and mid-sized clients of competitor firms on a quarterly basis to understand relative NPS, strengths and improvement areas 

Impact / Outcome 

• Client understood customer journey including decision making process in detail and was able to tweak value proposition to provide superior customer experience. 

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