Industrial equiment manufacturers have enjoyed record growth thanks to the forces of globalisation and the emergence of fast, expanding economies, such as Brazil, Russia, India and China. Emerging economies require a large amount of industrial equipment to sustain their growth and local supply is as yet unable to meet demand. As a result, manufacturing lines, machinery, tools, automation, spare parts and supplies are all sought after.
However, other challenges are looming. High-end equipment can prove to be difficult to sell in emerging markets. Western suppliers are faced with complicated decision-making processes and creative financing requirements, while local players are hard on their heels in new technologies and are becoming global threats in their own right.
Over the past year, KAE has:
- Helped a global ball-bearing manufacturer to review and optimise distribution channels across emerging countries
- Recommended a Greenfield market entry strategy for an offshore marine engine manufacturer in Vietnam
- Benchmarked an industrial equipment conglomerate with its nearest competitors' best practices and compiled a distruptive strategy to gain market share
- Researched and prioritised the most attractive Asian markets for a niche packaging machine manufacturer.
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