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  • Sectors: Driving

Case Studies

Growth Strategy Program for a Tier 1 Automotive Part Maker

A Global Western public company specializing in both OEM and aftermarket for light, commercial, off highway and industrial vehicles, with plants operating in Thailand.

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Issue

The client is a part maker willing to develop its OEM account in Thailand for light vehicles and required aftermarket potential validation in driveline in Thailand and Indonesia markets. The client had two key objectives: 1) Understand needs, unmet needs of OEM carmakers related to driveline products. The key objective was to grow sales in next years and position products on new car programs, targeting the right decision makers. 2) Assess market potential for driveline parts in the aftermarket in both Thailand and Indonesia.


Approach

The project was split into 2 parts: 1. OEM growth Strategy and 2. Aftermarket validation. For the OEM growth strategy part, we focused our efforts on the 7 largest car OEM by production volumes, and engaged with R&D engineers and procurement people, for 2 types of products: driveline and engine technologies. The complexity was to find the right decision makers in Thailand and beyond (Japan) and get from them the current level of satisfaction and the issues or qualitative improvement sought for the next car programs specific to these parts. We used this input to understand which clients have the most urgent need, how decisions are made and where, within which timeline.


Solution

Solidiance had a team with a mixed skillset of engineering and business. The project included a team of 3 consultants in Thailand and 1 in Indonesia plus a project manager (Partner level), to supervise this engagement that lasted 12 weeks. Team received a technical training from the client to study parts and their application from a technical standpoint


Engagement ROI

The OEM growth strategy plan gave our client a clear roadmap on which OEM to focus on, for which driveline and engine technology product, how to position its offering, under which timeline, to engage with which decision maker, and where. It is a very detailed Business Development tool for the whole commercial team to use. The aftermarket piece gave our client previous indication of the type of parts demanded in aftermarket driveline, the price level, the route to market and competition level. It is for our client now to decide if he wants to engage resources and effort to build an aftermarket business. "