Research Objective

• The client needed to optimize their pricing strategy by understanding perceptions of prices held by consumer segments towards an inhaler product.
• They also needed to understand GPs’ selection of COPD treatments, and payer reception to various prices, rebate schemes, and complete offers within the portfolio.

Scope & Methodology

• The consumer market was segmented into distinct customer groups based on purchase behavior and paying potential. Each segment estimated various prices of inhalers.
• GPs indicated their intent to recommend various brands in each patient segment at each price.
• Optimum prices were identified for each segment.

Value Delivered

• The client successfully launched a new inhaler in a competitive market with optimized pricing that maximized the opportunity. It quickly gained popularity.
• The client was able to price their product optimally to avoid losing sales and to maximize profit margins

Check out other healthcare case studies

• Tracking Physician Perceptions of Diabetes Pharmaceutical Representatives – A physician survey case study
• Face-to-Face On-Site Medical Leader Interviews – A B2B interview case study
• Building a Strategic Business Plan Grounded in Industry Data – A pharmaceutical data analytics case study

Research Objective

• A home appliance company needed to understand the pain points their sales representatives experienced when interacting with customers throughout the sales process.
• They also needed to understand the ideal product features customers desired so that representatives could properly recommend a purchase.

Scope & Methodology

A survey was designed to understand a variety of aspects of the sales process from the point of view of sales representatives. This included:

• Recent and past interactions they had with target and competitor brands
• Marketing messages and features associated with various brands
• Brands the representatives tended to recommend
• Recency and sources of training received by sales representatives

Value Delivered

The client gained a better understanding of how their brand was perceived in relation to other brands and product features. They were able to better understood how sales representatives interacted with customers to interpret their needs and make product recommendations.

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• Increasing Customer Acceptance For Controversial Pet Food Format – A survey case study
• Evaluating the Effectiveness of a Campaign with Brand and Message Recall – A consumer media survey case study
• Identifying Optimum Price Corridors to Predict Volume Share – An advertising price simulator case study

Research Objective

• A beverage company wished to introduce their new organic drinks to a tough market in India which includes numerous international players.
• To understand their current market position, they needed to explore beneficial opportunities to improve their launch and sales strategy for their new product.
• They required a detailed understanding of prevailing market dynamics, including competitive forces, trends, risks, and challenges.

Scope & Methodology

• Using secondary research, E2E researchers conducted a food and beverage industry analysis which involved analyzing industry trends, understanding emerging regulations, assessing local markets, and identifying the right scale of opportunities.
• A risk assessment study was conducted to understand current and potential risks in terms of supply chain and food safety.
• Using survey research, a customer needs assessment was also conducted to help the client understand:
  • Consumer needs and demands regarding organic drink products
  • Latest trends and innovations in food packaging materials
  • Business strategies of their key competitors and evaluate growth rate in industry for the next 5 years

Value Delivered

• The client was able to much better understand India’s food and beverage market, including competitive services, trends, risks, and challenges, as well as untapped market opportunities.
• The client introduced several new products and health drinks with innovative and sustainable packaging alternatives resulting in capturing huge traction in the Indian food and beverage industry.

Check out other food case studies

• Developing a New Nutritional Pasta Product – A survey + desk research case study
• Identifying An Optimal Set of Flavor Variants to Achieve Incremental Reach | Case Study
• Choosing a Set of Flavors to Minimize Substitutions – A food survey + data analytics case study