The client is a leading manufacturer of Personal Protection Equipment in India with a big focus on Automobile Industry

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Key Challenge

The client’s growth has stagnated due to extensive focus on one industry and were exposed to the cyclical ups and downs

In addition, they faced severe competition:

• Local vendors would offer much cheaper price points to clients

• MNCs will offer deep discounting to gain market share

• In many cases, sales relationships were with dealers and not the end-customers

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Our Approach

Effilor conducted Blue Ocean Consulting workshops to help the client:

• Break the value-cost trade-off to achieve value innovation

• Shift their perspective by assessing which areas they can eliminate, reduce, raise and create to create new value for buyers

• Draw insights from across industry boundaries that could be used to create a new offering that opened up unprecedented new demand

• Create an approach that directly addresses needs by using the to-be strategy canvas

 

Effilor's Solution

Created a shift in perspective from hard selling a product to offering solutions that services client needs