development analysis knowledge solution research idea consumer global consulting goals marketing efﬁciency business process decision growth target design brand success resources quality organisation strategy planning advertising media creative case study focus DRIVEN BY THE CUSTOMER PERCEPTION OF VALUE RESEARCH Opportunity Analysis Opportunity Analysis Client: EMT Group MEDIA This new product was aimed at the mining industry and the company needed details as to how many units might be sold within the market, what they were willing to pay for these units, and the level of competition currently existing. “8 Ball Global provided me with an extremely cost-effective result. From day one they were very approachable, helpful and patient making the process very easy. 8 Ball Global’s research played a key role in helping us to make a critical decision. As a result of the findings, plus their valuable insights and experience, they have helped us chart a course towards greater success. I would have no hesitation in working with 8 Ball again - they are true professionals.” CONSULTING EMT Group commissioned 8 Ball Global during the late months of 2011 to undertake a Market Opportunity Analysis for a new product that they had developed. PROCESS Project: STRATEGY EMT Group Mat Lecocq General Manager – EMT Group DESIGN 3 RESEARCH Case Study STRATEGY Opportunity Analysis ll ll ll ll ll We also developed a list of customer expectations based on interviews which helped ensure there was no disconnect between customer expectations and the final product that was being manufactured by EMT Group. Explosive delivery. Utility vehicle. Concrete truck. Personnel carrier. Water cart. Outcome 4 As a result of the work undertaken by 8 Ball Global, EMT Group were in a position to alter not only their strategy to market, but their manufacturing and production plans. To contact any of the references mentioned within this Case Study, please email us at [email protected] 5 DESIGN Based upon our Opportunity Analysis, it was determined that to be given an opportunity to prove the superiority of their vehicle, EMT would have to price their product at a certain level which would have ramifications for the entire product line. Furthermore, 8 Ball Global established from industry sources that more dialogue needed to be undertaken before they would be willing to replace a number of specialised products with a multi-functional utility vehicle. MEDIA Through the information gathered from the market, it was demonstrated that the market opportunity for this type of product may not have been as great as first expected. Furthermore, the current machinery used for these type of applications were well received in the market. This meant that it would not be easy convince potential buyers to change their existing buying behavior in a short timeframe. This pointed to a longer potential return on investment than was previously envisioned. CONSULTING In tandem with this analysis, the current environment was examined to determine what alternatives to the machine were currently being employed and if they were meeting customer needs. PROCESS The initial part of the project focused on formulating an understanding of the possible application opportunities for the product within the mining market which were: 8 Ball Global Suite 10|53 Russell Street Morley WA 6062 www.8-Ball.com.au