Market Research Services (5Ws)

8/7/2019 Market Research Services (5Ws)

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Market Research servicesA Basic Idea on the Target Audience &

Sales Model

Himansu Bhusan Tripathy

Contents:Areas of Market Research.Major players in Each area.Revenue generating areas and insides.

Opportunity Analysis.Engagement strategies.Track procedures.An Overview on size of target audience.

Thanks


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Areas of Market Research.

Consumer goods:Consumer Goods & Retailing > Apparel, Cosmetics & Personal Care, House & Home, Pet Services & Supplies

Travel & Leisure > Entertainment, Travel ServicesFood & Beverage:Beverages > Alcoholic Beverages, Coffee & Tea, Soft Drinks

Food > Confectionery, Dairy Products, Food Processing

Heavy Industry:Energy & Resources > Energy, Mining, UtilitiesManufacturing & Construction > Construction, Machines & Parts, ManufacturingMaterials & Chemicals > Metals, Paper & Forest Products, Plastics

Transportation & Shipping > Automotive, Aviation & Aerospace, Logistics & ShippingServices Industry:Business Services & Administration > Accounting & Finance, Corporate Services, Human ResourcesFinancial Services > Banking & Financial Services, Insurance, Real EstatePublic sector:Associations/Non-Profits, Education, Government

Pharmaceuticals & Life Sciences:Biotechnology > Agriculture GMO, Genomics, ProteomicsDiagnostics > In Vitro Diagnostics, Medical Imaging, Molecular Assays

Healthcare > Facilities, Insurance & Managed Care, Regulation & PolicyMedical Devices > Cardiovascular Devices, Equipment & Supplies, Wound CarePharmaceuticals > Diseases & Conditions, Prescription Drugs, Therapeutic AreaTechnology & Media:Computer Hardware & Networking > Computer Equipment, Electronics, NetworksE-Commerce & IT Outsourcing > E-Commerce, IT Administration, IT ServicesMedia > Broadcasting & Cable, PublishingSoftware & Enterprise Computing > CRM & Customer Service, Internet Applications, Software & ServicesTelecommunications & Wireless > Telecommunications, Wireless


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Major market research players in Each area

Pharmaceuticals & Life Sciences:Kalorama Information - Euromonitor International - BCC Research - Drug and MarketDevelopment - Trimark Publications - Decision Resources

Consumer Goods:Mintel International Group - Datamonitor - Snapdata International Group - Unity Marketing Business Trend Analysts - Key Note Publications

Food & Beverage:Packaged Facts - Business Insights - Beverage Marketing Corporation - Canadean Ltd - IconGroup International - RNCOS - just-food - just-drinks

Technology & Media:Frost & Sullivan - Yankee Group - Paul Budde Communication - IDC - In-Stat WintergreenResearch - Compass Intelligence - Digital Vector

Heavy Industry:Freedonia Group Inc. - Global Industry Analysts - IBISWorld - SBI - Catalina Research Textiles

IntelligenceService Industries:

TowerGroup - Worldwide Videotex - Gardner Publications - Global Advertising Strategies, Inc. RocSearch - Simba Information - Barnes Reports


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Revenue generating areas and insides.

Services Industry:The private non-good producing industries account for approximately 70% of total economic activity

in the United States. These non-good producing industries include retail trade, wholesale trade,and the service industries. The U.S. Bureau of the Census currently measures the total output of most of these industries in its retail, wholesale, and services surveys.

The services industries account for 55% of economic activity in the U.S. Most of these industries are

surveyed in the Quarterly Services Survey and in the Service Annual Survey.Pharmaceuticals & Life Sciences:Today the pharmaceuticals and life sciences industry accounts for in excess of $500 billion inworldwide product revenue. With growth during the last 10 years in excess of 12% annually, thishighly complex industry represents the fastest growing segment of the healthcare market. As ourmarkets mature from early stage research and platformtechnologies to an ever-increasing number of products in clinical development and in the market, theneed for pharmaceutical and life science executives will continue to grow. In particular, executiveswith clinical experience A nd commercial expertise will continue to be in great demand.


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Heavy Industry:Heavy industry is often defined by governments and planners in terms of its impacts on theenvironment. These definitions concentrate on the seriousness of any capital investmentrequired to begin production or of the ecological effect of its associated resource gatheringpractices and by-products. In these senses, the semiconductor industry is regarded as"heavier" than the consumer electronics industry even though microchips are much moreexpensive by weight than the products they control.

Heavy industry is also sometimes a special designation in local zoning laws.Many pollution control laws are based on heavy industry, since heavy industry is usually

blamed for pollution more than any other economic activity, rightly or not.

Technology & Media:

Technology & Media industry is the most valued part of market research services and createbrilliant scopes and opportunity .

In the other way this sector is a fast changing and to study their the product/services success,Market research plays a vital role.


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Opportunity analysis.

Define the market.Size the market.Study current fundraising market Research Area.Competitive Intelligence.Customer analysis.Researching new product releases & financial tombstones of desired industry.Build directories & keep eye on Venture funds.Study local market technology & entrepreneurs.Government & contract opportunity.Various trade show.Profiling costumers to identify opportunity.Public show and interviews.Chamber of commerce.Associations & member

List , databases, Directory of companies.New Business listings.Business Incubators.

These are few parameters where Aldius can create a nice series of startingopportunity database which includes the business listings according to theirarea of interest.


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Engagement strategies

We can build various strategies for engagement of sales team :

Sector campaigning:

It involves campaigning through the most opportunity sector.

Regional campaigning:

It involves campaigning through regions (East, West, Central). The eastern & bay region are rich with industries.

Cluster campaigning:

It involves campaigning through various clusters for a specific Industry/ Vertical.

Building and targeting the R-List (Revised):

Includes campaigning of companies which are comes out of master list from various responses.

Building and targeting the A-List (Most Appropriate):

Include campaigning of companies which are the most appropriate and there is a definite chance of opportunity.


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Track procedures

Tracking of sales team performance can be done by various way.

List Management.List Distribution.Initial mail campaigning by the research team.Feed back analysis of every call.Managing the feed back by carrying out necessary research.

Maintain CRM database (Sales metric) to track the happening on each account.To track each follow-up call the managers should maintain Google spread sheet, which istransparent to the inside sales team.Keeping information to the inside sales team for their up gradation and understanding of campaigning strategies and goal.Making and validating various information required to execute the sales pitch and its

improvement.Quarterly review of account details followed by each sales member and carryout the strategymeeting for necessaryImprovement of sales.


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Thank You.

Documents

Market Research Services (5Ws)