Sector Examples: Chemicals and Plastics

Project aim: To investigate the quality of service provided by a leading supplier of cable saturants and fillers.

Methodology: A research programme was undertaken by IBR consultants interviewing around 30 key technical and purchasing decision-makers among leading cable manufacturing companies. The research was carried out in Europe, the USA, Australasia and South East Asia.

Results: The client undertook a detailed appraisal of the quality of services offered by the company and implemented a number of changes to improve the company’s competitiveness.

Project aim: To investigate opportunities to develop the specialist coatings market in the UK.

Methodology: We conducted research among specialist painting contractors to identify ways of increasing their use of specialist paints and high-performance coatings. Information was collected by undertaking a programme of 140 telephone interviews. These were used to investigate the sectors in which these contractors work and their current and future potential use for specialist products. Using this information, we were then able to identify the most likely sector opportunities and devise suitable product-based approaches.

Results: The client was able to determine which specific sectors to develop and how to refine its product range to meet customers’ specific needs.