Enabled the client to identify key profit pools and market opportunities across various segments and geographies.
Provided actionable insights to help the client increase divisional revenue and integrated packaging sales, aligning with investor and analyst interests.
Service: Market Strategy
Sector: Paper & Packaging; Manufacturing & Industrials; Logistics & Transportation
Background
The client, a key player in packaging and packaging machinery, generated hundreds of millions in machinery revenue, driving billions in packaging sales.
They aimed to significantly expand both revenue streams, driven by higher margins and stickiness of machinery sales.
Investors and analysts were keen on the growth strategy, and the client was open to future business model changes while maintaining their current approach.
Approach
Our approach involved a three-stage process, starting with filtering key geographies and segments based on opportunity size, growth potential, and market presence.
We conducted over 60 in-depth interviews with brand representatives, co-manufacturers, co-packers, and machine vendors to understand machinery requirements and market dynamics. This enabled us to develop insights into relevant subsegments, machinery needs, and integrated sales potential. We then analysed the data to identify key opportunity areas and recommended strategies for the client.
Outcome
We identified two growth areas within the client’s core competencies for immediate focus, along with a significant new market entry option to enhance overall packaging sales.
“We used a staged approach which included initial filtering based on market opportunity and then performed deep dives on markets of interest. This meant we were able to give useful, detailed insights where they would be of greatest value.
This work will form a core part of our client’s strategy going forward and help them unlock the growth they are looking for”
Nick Edwards, Managing Director
Get in touch with Nick to see how White Space Strategy can help support your growth in Paper & Packaging and Industrials
