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Case Studies

Entry & JV Strategy in Tablet Coatings

The client is a world leader in the manufacture of pharmaceutical coatings.

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Issue

The client was considering “ramping up” position in China. They needed a clearer understanding of a market scope, customer requirements, competition and entry options. The client had been approached by local participants for collaboration but had no framework in which to assess the attractiveness of these options.


Approach

The first phase of work required a comprehensive assessment of customer requirements for coatings and a view of the markets technology life cycle, level of competition and value chain dynamics. The above probe was supported by a structural analysis of the industry, its size, segmentation, and growth potential. The second phase of work involved determining market opportunity and optimum mode of participation, including an initial assessment of potential alliances. Solidiance has provided estimated attainable market share and revenue targets based on product positioning options and assessed benefits of partnering to accelerate/optimize entry.


Solution

Solidiance proposed an analysis study to derive estimated attainable market share and revenue targets based on product positioning options.


Engagement ROI

The client proceeded with entry through an investment in local, wholly-owned production facility.