
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:
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Local vendors would offer much cheaper price points to clients
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MNCs will offer deep discounting to gain market share
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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:
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Break the value-cost trade-off to achieve value innovation
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Shift their perspective by assessing which areas they can eliminate, reduce, raise and create to create new value for buyers
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Draw insights from across industry boundaries that could be used to create a new offering that opened up unprecedented new demand
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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