Research Examples: Distribution Channels

Project aim: To investigate the performance of distributors of wide belt wood sanders in matching customers’ expectations.

Methodology: This study was conducted among companies in Germany, following our client taking over one of Europe’s leading producers of wood sanding machines. The investigation covered distributors and their customers. We interviewed distributors in person and customers over the telephone.

Results: The research findings provided our client with a number of action points to help return the newly acquired company to a more profitable position.

Project aim: To explore the service requirements of electrical component wholesalers.

Methodology: A programme of face-to-face interviews was undertaken among electrical wholesalers and contractors to determine the service levels they need from their suppliers. The aim of the research was to identify new service opportunities for the components manufacturer.

Results: The outcome of the research provided the client with a valuable insight into the service requirements of both types of companies. This information has helped them to re-align their service offering to wholesalers.