• Adhesives & Sealants
• Automotive
• Building Materials
• Chemicals
• Construction Products
• Food & Beverage
• Inks
• Material Sciences
• Paint & Coatings
• Personal Care
• Pharmaceuticals
• Plastics
• Polymer Sciences
• Printing Industries
• Private Equity

Problem
Orr & Boss was retained by a global, paint and coatings manufacturer to assist the company in developing a product offering – from product inception to commercialization.  Orr & Boss' assignment was to identify unmet needs in the DIY home improvement marketplace, provide input into product development based upon market research, develop the value proposition for the product, identify the best route to market and channel partners, and assist in the successful launching of the product.

Solution
Over a two year period, Orr & Boss (1) conducted market analyses including intensive interviews with customers and potential channel partners to identify market needs, (2) translated this into a basis for a new product offering, (3) developed a market entry strategy, (4) identified the best channel partners, and (5) assisted in developing the infrastructure and logistics program to support rapid growth of the product.

Results

• In-depth Voice of the Customer research identified an important unmet need.
• Analysis supported a business case for market entry and a detailed market entry strategy was developed.
• The company was able to develop a successful relationship with the preferred target customer, a major national home center.
• Short-term revenue and profit goals have been met.
• Long-term growth and profit goals are tracking well against forecast.