Looking for stories about companies using (or not using) CI for market entry in a new geography - Competitive Intelligence2024-03-29T07:26:44Zhttp://competitiveintelligence.ning.com/forum/topics/looking-for-stories-about?commentId=2036441%3AComment%3A23244&feed=yes&xn_auth=noAnne Lee Gibson has an intere…tag:competitiveintelligence.ning.com,2009-06-05:2036441:Comment:232442009-06-05T01:43:59.478ZJocelyn Stilwell-Tonghttp://competitiveintelligence.ning.com/profile/JocelynStilwellTong
Anne Lee Gibson has an interesting blog post about providing intelligence to a firm interested in expanding to the Bay Area in California here: <a href="http://lawfirmci.blogspot.com/2008/09/its-hard-to-accept-intelligence-that.html">http://lawfirmci.blogspot.com/2008/09/its-hard-to-accept-intelligence-that.html</a>, and how that expansion ultimately wasn't a good idea. Three San Francisco firms went bankrupt after that blog entry was posted, including the two she mentions searching for merger…
Anne Lee Gibson has an interesting blog post about providing intelligence to a firm interested in expanding to the Bay Area in California here: <a href="http://lawfirmci.blogspot.com/2008/09/its-hard-to-accept-intelligence-that.html">http://lawfirmci.blogspot.com/2008/09/its-hard-to-accept-intelligence-that.html</a>, and how that expansion ultimately wasn't a good idea. Three San Francisco firms went bankrupt after that blog entry was posted, including the two she mentions searching for merger partners.<br />
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This is certainly not as entertaining as the Duncan Hines story, but it's a great example of the importance of good intelligence. Asahi India Safety Glass Ltd…tag:competitiveintelligence.ning.com,2009-06-04:2036441:Comment:231842009-06-04T03:51:09.980ZVivek Raghuvanshihttp://competitiveintelligence.ning.com/profile/VivekRaghuvanshi
Asahi India Safety Glass Ltd is a Market Leader in Laminated Wind Screen glasses in India<br />
<br />
<a href="http://www.asahiindia.com/">http://www.asahiindia.com/</a><br />
<br />
A Decade back ie in 1999, their sales dipped. Their COO then approached me with the "problem" and asked me to find a "solution".<br />
<br />
What they overlooked and what their blindspots were that:<br />
<br />
1. Their authorised distributors were carrying competitor products as well. Customer retention strategies were not in place.<br />
<br />
2. Their authorised…
Asahi India Safety Glass Ltd is a Market Leader in Laminated Wind Screen glasses in India<br />
<br />
<a href="http://www.asahiindia.com/">http://www.asahiindia.com/</a><br />
<br />
A Decade back ie in 1999, their sales dipped. Their COO then approached me with the "problem" and asked me to find a "solution".<br />
<br />
What they overlooked and what their blindspots were that:<br />
<br />
1. Their authorised distributors were carrying competitor products as well. Customer retention strategies were not in place.<br />
<br />
2. Their authorised distributors would push cheaper competitor laminated wind screen glasses to the customer. Their distributors focussed more on customer acquisition rather than retention. " Penny Wise, Pound Foolish"<br />
<br />
3. Indian Customers ideally bought / replaced laminated windscreen glass from the "Grey Market", Indian customers preferred Low Cost option. Customers needed to be educated on the relevance of Quality Safety laminated windscreens.<br />
<br />
4. Grey market needed to be sorted out!!<br />
<br />
5. I broke the smuggling ring in Grey market which was eating into Asahi India Safety Glass Ltd's "Profits".<br />
<br />
I advised them to create their own Service centres, where the Moment of Truth could be managed and recommended them to Focus on Service Delivery.<br />
<br />
This resulted in their creation of " Windshield Experts" : <a href="http://www.windshieldexperts.com/">http://www.windshieldexperts.com/</a><br />
<br />
Customer Retention was based on effective use of the Service Triangle which enabled them to activate the Ladder of Loyalty.