For a US-based producer of ethanol and bio-fuel products

Business need

  • With the surge in demand for hand sanitisers and disinfectants owing to the pandemic, the client aspired to expand the sales of its food-grade and USP-grade alcohols in the US and Canada.
  • To make an informed expansion decision, it wanted to evaluate the market opportunity and sales attractiveness for such products in the region.

To assess market attractiveness and formulate a go-to-market strategy for a wider sale of food-grade and USP-grade alcohols

The client outlined two key reasons for selecting RocSearch:

  • Our ability to rapidly deploy customised teams with the necessary skills.
  • Our flexible client-centric engagement models.

Approach and Methodology

  • We carried out an extensive market opportunity assessment and a comprehensive analysis of market size and potential, growth drivers and key market trends.
  • A combination of secondary research and interviews with experts was leveraged across the value chain to gather these insights.
Opportunity assessment

We created an attractiveness matrix covering key customer industries with current/future high demand for food-grade and USP-grade alcohol, their expected growth rate, high-potential customer application areas, degree of fragmentation across these industries and the regulatory environment.

  • We studied the competitive landscape and carried out a market share analysis. We also conducted a comparative analysis of key players based on their operational performance, manufacturing facilities, strategic partnerships, key customers, focus areas and winning business models.
  • As part of sales enablement support, we provided an in-depth customer landscape entailing a prioritised list of customers for food-grade and USP-grade alcohol in various industries, detailed customer profiles, potential sales triggers and channel partner landscape.

Business outcomes

  • Insights and learnings about operational best practices of competitors, which the client could leverage to drive operational excellence and emulate the winning models of other players
  • The industry dynamics, premiums and price margins helped the client do a profitability analysis of the product

Our insights enabled the client to drive operational excellence and create a tangible advantage over its competitors.

—Related content

Ready to talk?