Sustainability Management

Sustainability Management is the need of the hour. Management initiated with sustainability in mind will leave a long term positive impact. Spire creates custom research reports and strategic plans that works in favour of prosperity of companies, as well as for the people and the planet.

Issues & Opportunities

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

After an initial phase of secondary research to identify interview targets and develop initial hypotheses about the market, Spire held interviews with industry experts, which included industry trade associations and regulatory bodies. In-depth interviews were also conducted with leading manufacturers and regional distributors of critical power and cooling solutions, so that current sales data, forecasts and opinions about the market can be extracted.

Simultaneously, interviews were also held with end-users and influencers of purchase decisions for critical power and cooling solutions.

Direct Selling Industry – Market Environment Research on Direct Selling Industry in Indonesia

A US-headquartered and major direct selling company (one of the top-three players in Indonesia) wanted to understand the overall market competition and trends in direct selling industry in Indonesia.

The objectives of the study were to:

Understand the market size and growth, major players’ market share and industry trends
Benchmark strategic directions and operational factors from other leading direct selling players in Indonesia
Introduce new channels and selling strategies to client (novel channels) to enhance client’s sales channels and increase revenue

The objectives of the study were to

Spire conducted a two-stage study, with the initial stage being the market scanning for market assessment and identification of top players, followed by a deep-dive study for benchmarking and best practices.

Face-to-face interviews with major direct selling companies (both single-level marketing and multi-level marketing), as well as direct selling industry association and industry analysts and key opinion leaders were conducted too. Spire also took on the mystery shopping approach and participation as members to experience and validate research findings.

Our client used Spire’s report to evaluate its multi-channel strategies, launch its new selling (novel) channels and improve its operational processes.

Project deliverables included a report that:

Analyzed the overall situation, market size and growth, market share, market size breakdown, industry trends and size of direct selling industry as percentage of total retail sector in Indonesia and other related industries, e.g. e-commerce
Included a short profiling of the top10 players in the industry
Benchmarked and identified the best practices in strategies and tactical factors to improve client’s strategic direction and processes
Identified multi-channel strategies in direct selling industry and recommended potential novel channels from the industry as well as from other major retail players with novel channels

Electrical distribution products – Holistic market environment research in eight Australasian countries

A leading global supplier in the electrical solutions space sought to develop an aggressive new business plan for eight markets in the Asia-Pacific region.

The objectives of the study were to understand the size and potential of each country market, grasp the market dynamics in terms of regulations, customers, channels and competitors, and recommend the broad business plan for each country.

The objectives of the study were to

Spire conducted secondary research to define the major competitors and large-scale customers in each country as well as to grasp legal, regulatory and macro-environmental issues.

Interviews were also conducted with electrical and electronics trade associations, regulatory bodies as well as major suppliers in each market.

Our consultants also held interviews with supply chain players (e.g. electrical system integrators, distributors, retailers )and large end-customers (e.g. developers, telecom operators and electrical authorities).

Our client used Spire’s analysis to develop business plans and sales targets for each country market.

Our consulting team was closely involved in the initial brainstorming with our client’s local offices in some of these markets.

Project deliverables included recommendations on product positioning and market entry strategies that were customized to each vertical segment in each country – e.g. telecommunications carriers, property developers and public sector bodies.

Electrical Discharge Machines (EDMs) – Holistic Market Environment Research in 5 Asia-Pacific countries

A global Japanese manufacturer sought to understand the market for Electrical Discharge Machines (EDMs) in India, Indonesia, Malaysia, Thailand and Vietnam.

The client wanted to restrategize for existing markets and identify niche areas for entry in new markets.

The objectives of the study were to:

Gauge the market size (units and values)
Obtain actionable intelligence on distribution channels, competitor profiling and customer decision dynamics so support business planning, quota-setting and budgeting

The objectives of the study were to

Spire conducted in-depth interviews with EDM manufacturers and dealers, as well as telephone interviews with customers across a representative range of end-user industries.

The client used Spire’s report to develop a new strategy based on EDM competitor insights relating to market pricing and precision levels.

Spire’s project deliverables included a report that presented specific recommendations on positioning, channels, and target customers in each market.

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