Infocomm Technology

Spire has a substantial track record in working with information and communications technology (ICT) vendors on business problems such as new product introductions, strategic business planning reviews, market sizing/sales target setting, pricing adjustments, distribution channel recruitment and retention as well as competitor benchmarking.

Our work in the ICT space has addressed categories ranging from computers, servers, printers/consumables, copiers and storage devices to consumer and corporate telecommunications services (GSM, CDMA, VOIP), SMB packaged and online software, managed services and data center solutions.

Issues & Opportunities

Telecommunications Co-location – Market Entry and Feasibility Study in Indonesia

A leading company in Indonesia providing full telecommunication services throughout the archipelago intended to add co-location centers as one of its service offerings. It sought an in-depth understanding of the industry, competitors and best practices.

The objectives of the study were to deliver a market feasibility study to inform the investment decision, and to develop a full-blown market entry strategy and roadmap, if that decision was positive.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

PC Channels – Consumer IT Retail Tracking Study in Asia-Pacific

A leading Fortune 500 ICT vendor sought to maximize its effectiveness in selling through major final-tier consumer IT channels in Asia, so as to increase mind-share and volume sales.

The objective of the study was to measure the penetration of competitor brands versus our client’s own brand amongst final-tier channels in a specific category of consumer IT products. The study tracked brand performance in terms of shelf space, merchandising presence and quality as well as brand loyalty and selling skills of channel sales staff.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Office Automation Channels – Research to Support Major Channel Expansion in China

Facing relative saturation in traditional IT channels, a Fortune 500 IT products vendor sought to engage Office Automation (OA) channels (well-established for sales of fax and shredder machines), to expand its distribution reach and sales volume in China.

The objective of the study was to quantify the missed opportunity for the client in OA channels, as well as to support a China-wide channel recruitment and management initiative targeted at this channel category.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Mobile Printing – Mobile Printing Market Evaluation in Singapore

A Fortune 500 ICT vendor was jointly developing a technology platform with a mobile phone vendor that allowed wireless printing through mobile phones. The pilot was planned to be launched in Singapore.

The objective of the study was to evaluate the market potential for wireless direct printing from data-enabled phones and PDAs.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

External Hard Disk Drives – Study of Consumer Buying Behavior for External Hard Disk Drive Launch in China

A global leader in the design, manufacturing and marketing of storage products intended to expand its Asian footprint. It had plans to launch a new product in the China market.

The objective of the study was to test customers’ usage and attitudes with respect to the external portable hard disk drive (HDD) category in China. The findings would support us in successfully positioning and marketing our client’s new consumer storage product.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Critical Power and Cooling Solutions – Holistic Market Environment Research on Uninterruptible Power supply and Data Center Air-Conditioning Markets in China

A Fortune 500 manufacturer of critical power and cooling solutions sought to grow its market share of its core product categories in China.

The objective of the study was to conduct a holistic analysis on the entire market for uninterruptible power supply and computer room/data center air-conditioning in China. This is particularly so for the customer and geographic segmentation in each product category, so as to recommend suitable strategies for business expansion.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Outboard motor – Market entry study in Thailand, Indonesia, Philippines and Vietnam

A Japan-based Global Fortune 500 manufacturer sought to launch a new outboard motor engine product to replace crude multi-purpose engines adapted for use in unorganized fishing and passenger transport boats.

The objectives of the study was to develop market sizing, forecast, end-user purchasing evaluation, channel structure and competitor analysis (including products and pricing) for outboard motors.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Automotive parts logistics – Market entry study for ASEAN distribution centre

A leading global motorcycle manufacturer in Japan sought to grow its aftermarket parts business in ASEAN by establishing a distribution centre within the region.

The objectives of the study were to:

  • Assess the feasibility of developing the ASEAN market for specific aftermarket parts, accessories and lubricant oil
  • Recommend the most suitable location for their ASEAN region distribution centre

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Car audio – Customer satisfaction study for standard car audio in Malaysia and Indonesia

A leading Japanese car audio manufacturer operating in Thailand sought to understand the satisfaction level of Malaysian and Indonesian car owners with their standard car audio products as well as consumer plans on car audio purchasing.

The objectives of the study were to understand customer satisfaction levels on standard car audio and obtain inputs from motorists regarding the ideal specifications of car audio.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Automotive price tracking – Passenger car tire price tracking study in Singapore and Korea

A leading global manufacturer and distributor of rubber products saw a decline in sales of its passenger car tires in Singapore and Korea. An internal discussion led to the conclusion that pricing was the root of the problem – competitors were simply more aggressive in their pricing strategies.

To increase its market share, the client sought to benchmark the prices of its competitors’ products that were targeted at various customer segments in Singapore and Korea.

The objectives of the study were to understand how the competitors positioned their products in the relevant markets and devise a counter-strategy.

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Automotive – Mystery shopping study to evaluate service quality of sales force

An American multinational automaker in Vietnam, which owned one of the largest investment capital projects in the country, viewed customer service quality as a key performance metric. The client considered its dealers’ sale force as a key success factor in affecting this metric, and had been training Sale Consultants (SCs) at its dealers for years. As such, the client wanted to study the customer service quality and sales service quality of the dealers.

The objectives of the study were to:

  • Maintain customer service quality at high standards
  • Gain an understanding of customers’ assessment of the service quality and offer recommendations for improvement

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency

Automotive parts logistics – Automotive supply chain management improvement consulting in Indonesia

A leading global motorcycle manufacturer in Japan intended to give a face-lift to its Indonesian arm’s supply chain management, so as to lower costs and increase customer satisfaction as well as scalability.

The objectives of the study were to:

  • Analyze the current supply chain
  • Benchmark against industry role models
  • Recommend a plan for improving efficiency

The objectives of the study were to

Analyze the current supply chain
Benchmark against industry role models
Recommend a plan for improving efficiency