To expand the business of a medium-sized logistics service provider, we evaluated relevant market segments and defined a market development strategy.
Initial situation and objectives
- Medium-sized logistics service provider for pallet and silo transports with core market Germany
- Strong dependence on a few large clients and specific goods to be transported
- Target: Reduction of dependency and expansion of business in new market segments with existing fleet and logistics know-how
Approach
- Identification of core competencies along the existing value chain
- Development of a sector / product segmentation for the European silo transport (intermodal)
- Identification and analysis of relevant markets and potential key customers with a connection to the core business (vehicle fleet, logistics, markets / regions, value-added elements)
- Representation of industry-specific value chains for the determination of high-revenue service processes
- Assessment and prioritization of relevant market segments and potential key customers
- Development of key points of the market cultivation strategy
Results
- Industry, product and market segments as well as respective key customers are identified, evaluated and prioritized
- Market development strategy is defined