Growing in Africa: Unveiling competitive intelligence in the construction equipment sector.

Through a thorough competitive analysis and understanding of customer needs in the African construction equipment sector, our client was able to identify strategic opportunities and optimize their market approach, positioning themselves for increased presence and profitability.

Outcome

  • Mapping and comparison of competitors, including insights into machine sales volumes, types of machinery sold across regions, production capacities, supply chain efficiency, and payment terms, helping the client identify areas for differentiation.
  • Insight into key markets with the greatest potential for machinery sales, identifying significant growth opportunities and regulatory challenges across African countries.
  • A clear understanding of customer preferences and purchasing behavior in the construction and mining sectors.

KEY INTELLIGENCE OBJECTIVES

  • Evaluate market share against key competitors across African countries to benchmark performance.
  • Assess competitors’ strengths, weaknesses, and local capacities, including insights into machinery types, sales volumes, IT solutions, and payment terms.
  • Determine machinery sourcing countries of competitors to reveal supply chain dependencies.
  • Evaluate the presence and effectiveness of e-commerce channels for purchasing and servicing machinery to identify digital sales opportunities.
  • Analyze customer preferences and purchasing behaviors in the construction and mining sectors to align with market needs.
  • Identify key factors influencing equipment choices, such as after-sales service offerings and IT integration, to enhance value propositions.
  • Inform pricing strategies that ensure both competitiveness and profitability while meeting market expectations.
  • Examine local realities that affect sales and service operations, including warranty policies, safety standards, and payment terms.
  • Monitor industry trends in technology, sustainability, and digital solutions to position the company for future market demands.

Geography

  • Western Europe
  • Central & Eastern Europe
  • Middle East
  • Africa
  • North America
  • South America
  • Other

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