Case Studies

Client: A wholesaler of gardening products.
Challenge: The client lacked sufficient information about German customers to effectively prepare their sales team and support retailers for a new market entry.
Solution: An exhaustive analysis of the German market was performed, which included customer segmentation and a detailed customer journey analysis for the gardening products sector.
Outcome: The client received comprehensive sales materials and insights, enabling them to successfully sell their products to German retailers.

Client: An internet retailer.
Challenge: The client feared they were losing money due to prices that were not aligned with customers’ willingness to pay and needed an automated way to set the best prices.
Solution: An adaptable formula was developed for the client’s webshop. This formula allows the client to automatically adjust prices based on competition, advertising efforts, and current sales data.
Outcome: The client is now equipped with a tool to optimize retail prices dynamically, maximizing profitability.

Client: A recycling facility.
Challenge: The company knew potential customers existed but were unaware of its technology’s advantages, leading to lost business to competitors or inaction.
Solution: An account-based marketing strategy was implemented by identifying prospects through websites, databases, and physical visits to industrial zones. Tailored waste disposal solutions were then offered to these prospects.
Outcome: The demand generation and sales representation campaign achieved an initial success rate of 40%, proving the effectiveness of the targeted outreach.

Client: A Software as a Service (SaaS) technology company.
Challenge: The company needed more information about potential customers to make its service more competitive in the market.
Solution: A comprehensive market overview was created, which included an analysis of competing products, their strengths, and weaknesses. The research also calculated the serviceable accessible market and its potential for growth.
Outcome: The client gained a clear understanding of the competitive landscape and market potential, enabling informed strategic decisions.

Client: A food retailer.
Challenge: The client wanted to re-evaluate their brand and find better ways to communicate with customers.
Solution: A large-scale survey with 4,000 participants was conducted to gather information on how potential customers perceive advertising, their communication preferences, and their views on pricing. The research also assessed the threat posed by discount competitors.
Outcome: The retailer obtained crucial data to refine its brand and marketing strategies based on direct customer feedback.

Client: A construction machine rental company.
Challenge: The client was unsure how to convince potential clients to use their service and needed data to optimize their planned market entry.
Solution: A market analysis was conducted that focused on the preferred customer journey from the customer’s perspective. The research also provided an overview of customer needs, a competitor analysis, and an estimation of the serviceable available market.
Outcome: The client received actionable data to tailor their service and marketing strategy to meet customer expectations effectively.

Client: A university’s professional training service.
Challenge: The program needed to overhaul its lead acquisition process, specifically in converting interested prospects into customers for a one-year, 6,000 EUR professional education contract.
Solution: Key Performance Indexes (KPIs) such as Net Promoter Score (NPS), Customer Lifetime Value (CLV), and Customer Acquisition Cost (CAC) were introduced to measure marketing success.
Outcome: By applying these KPIs, the Net Promoter Score grew from 15% to 80%, and the Customer Acquisition Cost per new student decreased by 22% over three years.

Client: A Chinese manufacturer of household utilities.
Challenge: The client lacked sufficient information on how German users apply their type of product and needed this insight to enter the German market.
Solution: 50 interviews were conducted with German users of a competing product (sodastream) to discover their usage habits.
Outcome: The client received specific, localized user behavior data essential for launching their product successfully in Germany.

Client: A seller of recreational tools for gyms.
Challenge: The client had a shop and quality tools but no customers, and needed a strategy for demand generation for a new product line.
Solution: A demand generation toolbox was applied, which included calling industries and offices in a specific area and making direct on-site “cold visits” to identify decision-makers.
Outcome: From a base of 400 leads, the strategy successfully generated two six-figure contracts.

Client: An entrepreneur looking to reopen a hotel.
Challenge: The client needed a research-based business plan, a site survey for landlord negotiations, and an evaluation of the investment opportunity to see if it was worth the money.
Solution: An overview of the local hotel market was conducted, which included calculating the serviceable obtainable market to project the hotel’s occupancy over the next five years. The plan also included scenarios for different market trends.
Outcome: The client received a comprehensive, data-driven business plan to secure negotiations and investment, with a clear view of potential returns and risks.

Client: A fashion developer and retailer.
Challenge: The company needed to understand the opinions and preferences of a representative number of clients to guide product development.
Solution: 100 personal interviews were conducted in different parts of the country to gather direct customer feedback.
Outcome: The client obtained qualitative and quantitative data directly from their target audience, enabling them to make informed decisions for future fashion products.

Client: An internet retailer selling dog diet supplementary products on Amazon.
Challenge: The client was spending too much on Amazon advertising, which was eroding profits. They wanted to find veterinarians to sell the products instead, but the product was not selling well due to low visibility and high competition.
Solution: The initial idea of selling through vets was found to be illegal for non-licensed supplements. Research revealed the core issues were poor SEO and many better-known competing products. A new strategy was created to improve the product’s online visibility and competitiveness.
Outcome: The client received a realistic assessment of their market position and an actionable strategy to improve sales beyond relying on costly ads.

Thats all of the case studies market research from Johannes Winterhalter Market Research Consultant