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Client Consult Problem Statement:

MnM’s client was interested in assessing a market entry strategy for NEW ENGINE PLATFORM rated (2500 hp to 4750 hp), at (720-1200 rpm and 1500-1800 RPM, across the globe in Marine Engine market. The key objectives of the study were to determine attractive end-user applications, attractive geographies along with competitive landscape and customer analysis.

Solution Provided:

1. Methodology Adopted by MnM:

MnM carried out this study through a combination of extensive secondary research followed by primary discussions with Key Opinion Leaders across the value chain within target geographies. Both, top-down and bottom-up approaches were used to cover key sources of primary information that included marine engine OEMs and their channel partners & dealer network, along with shipyards, ship fleet owners, naval architects, vessel registries and other industry experts. By conducting detailed and informative primary discussions within these respondent categories across various functions, MnM analyzed current & forecast quantitative market information, and developed deep-dive qualitative insights into industry trends & dynamics across each of the target countries. In total, MnM conducted 60 primary discussions, of which 25 were within the supplier side, while 35 were from the demand side including shipyards, ship fleet owners, naval architects, and other industry experts.

2. Actual Solution Provided:

Through this granular study, MnM analyzed the market dynamics for target products, which included recent developments, competitive positioning, growth opportunities, burning issues, growth drivers and restraints in focused geographies in order to select the appropriate market for client’s entry. MnM also provided the target products for target applications in attractive geographies, along with an in-depth analysis on prospect customers for individual product, geography and application.

Value Delivered:

MnM’s client was able to identify & select target products for attractive applications and attractive geographies, and formulated its market entry strategy. The study also assisted client in developing a tactical sales plan for the new engine platform.

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