Situation:

• Our client is playing a dominant role in the furniture market in all European countries
• No visible market presence in Germany (as most important furniture retail market in Europe) while competitors are dominating

Approach KMC:

• Sound understanding of market segments, the existing potential, route to market logic and competition
• Identification of characteristics and requirements of the demand side and their preferred channels by way of management interviews with current clients
• Development of appropriate “route to market”; defining how to challenge the market with a new business system / model
• Elaboration of business opportunities with potential cooperation partners and preparation for building sustainable business relationships

Impact:

• Clear understanding of the market structure, distribution logic and existing potential in Germany
• Elaboration and derivation of channel-specific route to market strategies and potential partners based on the identified potential and characteristics of significant market players