Logistics

Spire has worked with manufacturing clients in the automotive and electronics sectors to implement strategic reviews of the supply chain function, including competitor benchmarking and distribution center site-selection. We have also worked with vendors of equipment and software to the logistics industry.

Spire’s strategic alliance with Logicross, one of Japan’s leading supply chain management consultancies, enables us to provide in-depth consulting aimed at implementing substantial and quantifiable improvements to logistics processes for both manufacturers and logistics service providers alike.

Product categories we have studied include express courier services, international air and sea freight, third and fourth party logistics, logistics parks, material handling solutions and Supply Chain Process Management (SCPM) software.

Issues & Opportunities

Supply Chain Process Management (SCPM) Software – SCPM Software Market Entry Study in Thailand and Singapore

A leading Japanese ICT vendor planned to launch a holistic supply chain process management (SCPM) software application in Asia. It sought to understand potential customers’ attitudes and usage towards SCPM, beginning with Thailand and Singapore.

The objective of the study was to determine the market potential in Thailand and Singapore for two types of enterprise supply chain management software applications.

The objectives of the study were to

Spire undertook secondary research to understand existing vendors and installed customers for SCPM.

Prior to implementing interviews, our consultants held extensive briefing sessions with our specialist interviewers on technical facts relevant to the SCM software category. The briefing sessions would maximize the quality of the fieldwork.

Interviews were held with software vendors, leading systems integrators and channels. We also interviewed managers in large organizations who were responsible for purchase decision recommendations for SCM software in key verticals such as automotive, IT manufacturing, life sciences and consumer products.

Material Handling Systems – Holistic Market Environment Research in South Korea

A leading global player dealing in material handling systems sought to understand current and future market opportunities in South Korea, so as to justify and strategize for the establishment of an office in South Korea.

The objective of the study was to:

Estimate current market size, and understand overall growth trends, growth drivers, key segments of importance and other market dynamics
Analyze the path to market and customer dynamics
Evaluate potential partners based on capabilities and strengths
Understand the competitive landscape and profile of three major competitors

The objectives of the study were to

Our client used Spire’s findings to evaluate South Korea’s market potential, identify high growth product categories and segments,
understand key competitors’ strategies, and select a business partner with complementary strengths, so as to develop an effective market expansion strategy.

Project deliverables included a report addressing:

Analysis of current and forecasted market size
Identification of high potential customer segments and analysis of customer purchase dynamics
Path to market and channel practices
Competitor landscape, shares, and deep dive profile of three key material handling players in terms of their company performance, technology and marketing practices
Partner selection program to identify business partners with the greatest potential synergy with our client’s business
Recommendations on market entry, marketing and sales strategy

Logistics Insurance – Market Potential Study for Logistics Insurance in Indonesia

A well-known insurance company in Indonesia planned to launch a new financial product for the local logistics industry.

The objective of the study was to assess the potential of the Indonesian logistics market from the perspective of an insurer.

The objectives of the study were to

Our client gained insights on the financial needs of leading logistics companies in Indonesia and proceeded to develop insurance
products as well as associated go-to-market plans based on Spire’s analysis and recommendations.

Project deliverables included a logistics industry overview and general information on the leading 50 logistics companies in Indonesia, out of which the top 20 were given detailed profiles.

Import and Export Taxation – Trade Tax Analysis to Aid International Procurement Decisions

In light of the rising complexity of Free Trade Agreement (FTA) networks in Asia, a broad-based manufacturing multinational sought more clarity on import-export taxation regimes in the region to improve strategic procurement decision-making.

The objective of the study was to provide a mechanism to identify the most tax efficient routes in the process of importing and exporting specific products across various countries in Asia.

The objectives of the study were to

Spire conducted research using locally sourced official customs publications on trade tariffs and regulations in the various countries. This data was verified with reference to corroborating material collected centrally. The data was then converted into an easy-to-use “import-export tax calculator” that took into consideration prevailing as well as upcoming FTAs and recent public announcements of changes in trade regulations.

Spire produced a “tax calculator” database that was being used by a specific product division in our client’s organization. It has been circulated to explore its usefulness to other divisions.

Project deliverables included:

A pivot table database of applicable import and export duties on specified products
An executive summary highlighting country-specific tax peculiarities (such as export tax rebates and Free-Trade Zones offering import duty waivers), as well as recommendations on tax efficient routes for each product category

Fashion Solution for International Express Courier Service – Market Study of Fashion Solution – Asia Pacific, EU, Japan and North America

A leading global logistics services provider seek to expand market penetration in express courier services through focusing on fashion apparel, footwear and accessories exported out of Asia Pacific region. The client wanted to achieve an optimal solution design and positioning, via enhancing existing products through bundling various existing and/or new features of service.

The objective of the study was to conduct a market environment research in Asia Pacific (AP) to strategize business expansion in fashion industry vertical.

The objectives of the study were to

Spire prepared an analysis of secondary data on the fashion exporting industry in AP to developed countries.

Face-to-face interviews were held with fashion manufactures in AP countries, including China, Hong Kong, India, Vietnam, Bangladesh and Indonesia. Mixed face-to-face interviews and phone interviews were also conducted with fashion brand owners in recipient countries including EU, US and Japan, as well as with the client’s sales manager and director and operational manager in Hong Kong and Japan.

The recommendations of the project were quickly adopted by the client to aid its decision to develop fashion vertical in the industry of international express courier services.

Project deliverables included a report addressing:

Current and future market potential of international express courier services (IECS) for the AP fashion vertical, including trends which may have an impact on growth potential
Understand customer dynamics, needs, structure (origin/destinations) and segmentation, as well as trends that may impact segment potential
Assess the competitive landscape and current express courier service offerings, marketing and messaging
Recommendations for market penetration – country focus, optimal solution design through bundling existing and/or new
features of service, positioning of the new fashion industry solution, marketing approach and selling motions, as well as revenues that can be feasibly targeted
Recommendations on which country to shortlist for in-depth analysis

Air Cargo Hub – Market Entry Study for Air Cargo Hub in Malaysia

A private Malaysian port operator intended to launch an air cargo hub and logistics park adjacent to its passenger air hub to diversify its business.

The objectives of the study were to develop a strategic business proposal through understanding of air cargo volume trends in the region, customer decision dynamics, competitor value proposition and operations (KLIA, Bangkok, Singapore, Hong Kong etc.), as well as its potential customers (air cargo carriers) to facilitate a successful implementation of the plan.

The objectives of the study were to

Spire’s recommended a market entry strategy for the air cargo hub that enabled our client to develop a business plan was successful in gaining management approval for investment.

Project deliverables included:

A holistic market environment report series on the demand outlook for air cargo in the region
Qualified lead generation of air cargo carriers
Suggested value proposition to air cargo customers (pricing and critical success factors)
Recommended approach to developing linked infrastructure such as logistics and industrial parks

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

Our client used Spire’s report to develop a business plan and allocate investment for a new product launch.

Project deliverables included:

Market size (historic and forecast) and population for outboard motors in the four said countries
Market breakdown by product category, customer segment and geographic region in each country
Competitor analysis:
Strategy, targeted segment and key selling points for each major competitor
Customer decision dynamics:
Profile, usage of engine, income and demographic characteristics, brand perception, purchase decision factors, price sensitivity
Macro-environmental assessment including import duties, environmental standards, quality and safety certification required, etc.
Recommendations for segment/geographic prioritization, product specs, pricing, marketing activities and distribution/go-to-market model

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

Spire conducted an analysis on legal, regulatory and macro-environmental conditions as well as market situation and suppliers of non-original parts and lubricant oil. Supported by the findings from secondary data, the location choices were narrowed down to three.

Interviews with trade associations, relevant government bodies, logistics industry experts and establishments in the non-original parts value chain were carried out in Thailand, Singapore and Indonesia. Our consultants also held internal discussions with our client’s local offices and engaged three logistics service providers to secure proposals for the distribution centres. With the findings, Spire was able to arrive at the final recommendation to our client.

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

Our client used Spire’s report for performance measurement purposes and as inputs in designing and developing new products to better meet customers’ needs and wants.

Project deliverables included:

An analysis of customers’ satisfaction level, needs and wants,
Entertainment Media (CD, DVD, MP3, etc.) usage behavior
Consumers’ awareness of possible car audio add-on features (e.g. Bluetooth, navigation system, etc.)

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

Spire was tasked with the screening and recommending of suitable models and local retailers of passenger car tires for price research. Once the final candidates were selected by our client, our consultants executed mystery shopping and retail observations to identify the prices, specifications and promotions of both our client’s and competitors’ products in the local markets. Simultaneously, secondary research was undertaken to identify general market trends.

Spire delivered the key findings and recommendations to our client in a face-to-face presentation.

Our results served as important inputs to support our client’s country offices in their tactical pricing adjustments.

Project deliverables included:

Information on the pricing and specification of the tire stock-keeping units (SKUs)
Reports that address the recent market situation and other information related to the tire models tracked, such as customers’ perception and market share.

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

Spire recruited shoppers who were actually shopping for cars or had past experience of car purchase, and ensured that shoppers:

Understood the shopping checklist
Possessed and displayed good product knowledge in line with market norms
Taped every conversation

A mystery shopping study was conducted to assess the customer service quality and sales service quality of the dealers. A detailed report was submitted to the client weekly, where the client could identify areas for improvement for its dealers.

The client used Spire’s report to improve the quality of customer service in dealers and to spur growth of sales. Assessment and feedback from shoppers had helped to identify the SCs’ strengths and weaknesses, and pointed to relevant training for them to improve.

Spire’s report addressed shoppers’ assessment of the customer service quality at the dealers after each sales visit. Our report also set out practical, inexpensive and feasible recommendations for improvement.

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

Our client used Spire’s report to develop a joint plan for SCM improvement. The plan had been successful in meeting demand and containing costs in the explosively growing motorcycle market in Indonesia.

Project deliverables included a report that:

Mapped the supply chain for bikes and parts
Benchmarked global auto industry SCM leaders to identify gaps in our client’s performance
Included Spire’s recommendation of a three-year plan to introduce new practices, technology and processes to improve our client’s SCM

Logistics

Issues & Opportunities

Supply Chain Process Management (SCPM) Software – SCPM Software Market Entry Study in Thailand and Singapore

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

Material Handling Systems – Holistic Market Environment Research in South Korea

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

Logistics Insurance – Market Potential Study for Logistics Insurance in Indonesia

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

Import and Export Taxation – Trade Tax Analysis to Aid International Procurement Decisions

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

Fashion Solution for International Express Courier Service – Market Study of Fashion Solution – Asia Pacific, EU, Japan and North America

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

Air Cargo Hub – Market Entry Study for Air Cargo Hub in Malaysia

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

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

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

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

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

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

Analyze the current supply chain

Benchmark against industry role models

Recommend a plan for improving efficiency

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