An industrial OEM sought to expand its global footprint and grow its refining equipment sales into untapped international markets.
The client
A $30 billion U.S.-based industrial OEM specializing in equipment for the oil and gas refining sector.
The situation
The client’s sales of refining equipment were concentrated in North America, China, and Korea. The company sought to expand its downstream equipment sales into Europe, the Middle East, and India.
ADI’s contributions
Market analysis
Conducted a comprehensive analysis of the downstream equipment market in the target regions, including market size, growth trajectory, and key drivers.
Competitive intelligence
Identified and assessed major competitors, analyzing their market shares, production capabilities, and strategic approaches.
Customer profiling
Profiled significant potential customers, detailing their specific needs and purchasing procedures.
Strategy development
Recommended two distinct market entry strategies based on the thorough assessment.
Key outcomes
- The client successfully implemented the market entry strategy for the Middle East and India within six months, with the European market entry beginning in a second phase after one year.
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