CASES
GROWTH STRATEGIES
[CASE 1] NEW OPPORTUNITIES IN RENEWABLE ENERGY
#Market strategy #European energy market #Renewable energy business model
Background
The client is a global solar panel manufacturer with a wide brand recognition and high quality products but increasingly intensified price competition from Chinese manufacturers have put pressure on the margin. The company is looking to penetrate retail energy markets in Europe, where the overarching trend towards distributed renewable energy seems inevitable.
Challenge
However, the European energy market is highly regulated with a complex structure and riddled with multiple directives, while innovative business models are emerging fast. The consultants were asked to investigate four target European markets, analyze potential opportunities and to develop high-level business model concepts.
Outcome
ANC helped the client by effectively leveraging knowledge assets in each target country to synthesize the findings and to navigate towards a potential business opportunity. With a strong support from the leadership and ambitious task force staff, the project ended with a recommended list of potential acquisition targets.
[CASE 2] FUTURE OF THEME PARK
#Long-term strategy #Trends in leisure & entertainment
Background
The client is a market leading theme park operator in Asia with unique portfolio of venues located in the key cities. Such proximity and accessibility have made the theme parks an attraction for foreign tourists and locals. Despite record number of visitors, short-staying tourist groups with discounted tickets have led to lower profitability, while exposing the business to greater geopolitical risks.
Challenge
In an effort to increase the level of spending, the client has introduced a number of new rides and initiated marketing campaigns targeted at young adults. In addition, a series of new venues, including a kid’s mini-theme park, a sky lounge and an aquarium, have been developed nearby. However, when a political tension broke out with China, the number of tourist visitors plunged – significantly impacting the business. The client has asked the consultants to review its market position and propose a strategic direction.
Outcome
ANC worked with GLG to tap into a network of industry experts and gathered relevant insights on future trends - from digitalization to population aging, and provided a unique perspective on the future of theme park business.
[CASE 3] BUILT-IN APPLIANCE MARKET ASSESSMENT
#Market sizing #Expert interview
Background
The client is a global consumer electronics manufacturer with a reputation for technological innovation, especially in the free-standing appliance market. As part of an effort to expand the market coverage and further increase sales, the client is looking to compete in the built-in appliance market.
Challenge
However, built-in appliance is sold through a complex web of retailers and B2B verticals, while accurate market information is required for product development and manufacturing investments. How do we arrive at a market size number that is reasonable and reliable, down to a product variant level, to take into account in making future production investments?
Outcome
ANC initiated a custom research with Euromonitor, a professional market research institution, as well as conducting an own market research through a pool of market experts. Our approach was to cross reference key figures and eliminate any bias in the findings. As a result, we were able to present the final numbers to multiple stakeholders and withstand any challenges.
CASES
OPERATIONAL EXCELLENCE
[CASE 4] LEGAL ENTITY INTEGRATION
#Program management #Post merger integration #Pharma
Background
The client is a global pharmaceutical company who has recently completed M&A deal worth billions of dollars. With offices across the world, a post-merger integration program is on the way.
Challenge
An internal task force has been formed, partnering with a global management consultancy to deliver a global program of legal entity integration. However, with such a wide geographical coverage and different legal, financial and business environments, the challenge was to achieve a smooth transition without any disruption to the patients.
Outcome
ANC’s lead consultant played a crucial role as the program manager, partnering with local champion to bring together a local team of functional heads. The program was delivered on time without any delays - against adversity of a global pandemic
[CASE 5] DEALER NETWORK STRATEGY
#Channel strategy #Retail strategy #Automotive
Background
The client is a global automotive OEM with a modern premium brand image and design that is appealing to the consumers in the Middle East. Strong sales performance was also driven by a healthy competition of dealers in the region.
Challenge
However, when the oil price plunged it had a significant impact on the new car sales market, leaving the dealerships with aging stocks. The success of multi-dealer structure soon turned sour as the dealers started dumping their stocks by cutting prices. The client asked the consultants to investigate and assess the retail structure in question to recommend a long-term direction as well as a quick fix.
Outcome
ANC consultant worked with local market experts and leaderships from dealer channels to gain visibility into the retail structure and amount of stock in the system. As well as designing a dealership network that is more sustainable in the long term, consultants recommended a centralized organization that would discuss collective agenda and initiated the first meeting between the leaderships where much common ground was found.
CASES
DIGITAL ENABLEMENT AND EXECUTION
[CASE 6] SOCIAL LISTENING
#Social media #Consumer insight
Background
The client is global marketing division of a leading consumer electronics company with a reputation for technological innovation. The company introduces new products to market by holding a global unveiling event which generates huge interest from social media
Challenge
Despite a sea of data (consumer postings), it was still unclear what can be extracted and how it can be used to have an impact on the business. Can we uncover meaningful consumer insights from social media to harness innovation or to detect potential issues?
Outcome
ANC used social listening platform to analyze consumer mentions on various social media and identified four key areas of use: 1. Trend research, 2. Product insight, 3. Demand analytics, 4. Crisis management – that paved new ways of consumer insight marketing
[CASE 7] MARKET DEMAND ANALYTICS
#Statistical modelling #Future demand estimation
Background
The client is an automotive manufacturer who is enjoying growth from a high demand of new cars in emerging markets.
Challenge
However, rapid expansion in a short period of time has resulted in a dealer network that is often disorganized and prone to failure. How do we re-organize and plan dealer network to meet future market demand?
Outcome
ANC consultants paired with data scientist to build a market potential model down to a specific regional level and car segment. Based on the result, the client was able align its business strategy and organization of dealer network.