Business need

A European trade body that partners with companies to provide support for market entry strategies.

Business Objectives / Goals

  • The client wanted RoSearch to conduct an opportunity assessment for the pharma grade sugar market in India
  • They also sought to evaluate the vendor selection criteria, buying process and price mechanism for the industry

Approach and Methodology

  • Conducted an analysis of respective brands to understand the market structure and product assortment
  • Conducted field research and interviews with distributors and company key stakeholders to understand the value chain, regulatory landscape, vendor selection criteria, buying process and price mechanism for the industry
  • Analysed the results from secondary research, and validated these basis the findings from expert/ B2B interviews
  • Presented the findings to the client, along with key recommendations on mode of entry

Business outcomes

  • The study helped the client in formulating its strategy for entering the Indian market

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