Conflicting Channels – Customer Challenges
Customers never tell you what they need, so how do you know what to do that they will really value?
Managers, designers and engineers are going to have to get their hands dirty understanding what happens on the front lines where work gets done and where customers experience the firm’s products and services. While this sounds like an ideal goal, building useful “customer learning experiences” is a much greater challenge to the innovation process than most understand.
Case Study: Biotech Channel Pricing Conflict
/0 Comments/in Case Studies /by grahamoOur client was the manufacturer of a breakthrough biotechnology drug. Sales were skyrocketing, and our client’s drug was the fastest growing drug in history at that point in time. But quickly, things began to unravel in the marketplace.
Case Study: Utility Service Vehicle
/0 Comments/in Case Studies /by grahamoQDI conducted research with all the players in the market to understand the nature and scope of the overlaps in market segment coverage and product lines between different channel players.
Case Study: Environmental Products
/0 Comments/in Case Studies /by grahamoA road construction accessories manufacturer was experiencing a tremendous amount of channel conflict between its distributors. By reducing distribution to 30 distributors who became “full line partners” our client increased total sales.