CASE STUDY:  U.S. market opportunity assessment

SITUATION
A Madrid-based cellular antenna manufacturer wanted to expand into the U.S. But before investing in a new market, the company needed reliable data on a host of problematic issues:
  The U.S. market environment
  Demand for company products
  Entry barriers to overcome
  Product price points
  Features creating enough differentiation to compete successfully

APPROACH
Volny Consulting went directly to buyers of cellular antennas in the major wireless companies to understand vendor selection processes, demand forecasts, and product requirements. We also thoroughly researched market trends and competitors. In the process we identified key contacts for our client – along with immediate business opportunities.

RESULTS
Our recommendations provided an “indispensable guide” (the client’s words) as they made their decision to enter the U.S. market. They were meeting with potential buyers even before U.S. operations were set up. In fact, the company was so impressed with the collaboration that it hired a Volny Consulting associate to spearhead sales efforts! The collaboration continued as we were engaged to help define marketing messages and develop marketing tools.

Additional Projects:

Partner Identification
A land mobile-radio company in Spain was looking to enter the U.S. market with a partner. After an evaluation of the market environment, competitors and buyer purchasing characteristics, we determined the type of partner to work with. After meeting with several potential partners, we are now in the process of setting up a partnership. Volny Consulting has been retained as an advisor and local resource as the partnership moves forward.

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