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Case Studies

B2B Clients Assessment/Qualification for Lubricants Market in South Africa

The client is a global lubricants player looking to penetrate further in South African markets.

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Issue

Solidiance analyzed lubricants consumption for key lubricants consuming sectors like Oil & Gas, automotive, construction, power, F&B, Cement, Steel & Mining. Client's products and reach were mapped to the competitors' and market data from customer interviews were fed into the model to find growth opportunities.


Approach

The client was seeking support to streamline B2B lead generation and had asked for on-the-ground sales lead generation support.


Solution

Solidiance has placed a team of one Partner and three consultants. A long-list of prospect customers was compiled for the client. Lubricants consumption for each company was calculated. Solidiance was able to cover 80% of the total B2B market in South Africa.


Engagement ROI

The client was able to identify low hanging fruits which would result in at least 15% increase in sales in 3 years. On a mid-term strategy, the client had enough intelligence to gain at least 10% more market share in 5 years.