Case 1: Tailored sourcing and buying
●Background: a West African client who had always bought and sold hydraulic and sanitary products imported from Europe had to cope with increased competition that imports Chinese low quality goods sold at very attractive prices.
●Mission: our client calls on us to source and buy products that have European safety standards which are manufactured in China to continue to maintain its leadership on the market for the sales of quality products sold at reasonable prices.
●Outcome: without prior knowledge, we learned quickly about the hydraulic and sanitary products; and within three weeks, we have managed to source and audit the Chinese factories, recommend and do validate our proposal by our client and bought for him the quality products made in China that were exported to Europe.
Case 2: Client segmentation and buying
●Background: after they have acquired, with our assistance, the desired market shares in agricultural equipments and generators sets, our East Africa client wanted to expand its offer in professional tools and industrial hardware knowing that these markets were largely dominated by players enjoying a reputation for selling European quality products at relatively high prices.
●Mission: our client has collaborated with us to segment the market in order to identify opportunities with high value growth and profitability; our field studies have allowed us to validate our initial assumptions to define an annual priority procurement action plan to serve the target markets.
●Outcome: compared to the existing competition, our client was able to provide its clients with products of similar or superior quality and wider product ranges while dominating the competition in pricing and in choice on our dominant product categories; within only two year of existence, our client becomes one of the three market players that local and international companies consult for the purchase of professional tools and industrial hardware.
