Client description: Thermal management division of a global water, fluid, and thermal management company

Practice area: Market Research and Analysis

Geographic scope: Brazil

Industries involved: Electrical components, oil & gas, mining, chemicals, pharmaceuticals, food, beverage, power generation

Services applied: Market opportunity study; competitive intelligence, industry analysis

Business challenge: Our client needed a market feasibility assessment and go-to-market strategy for the electric heat tracing market in Brazil. It was necessary to size the existing opportunity and potential opportunity across the various sectors, determine the decision-drivers and barriers to acceptance, conduct competitive intelligence, illuminate the path to purchase as well as conduct a feasibility study for manufacturing in-country taking into consideration the market opportunity, the regulator environment, taxes, and incentives.

Methodologies: Over 84 in-depth interviews (IDIs) with end users in the sectors, third party engineers, and competitors. We also interviewed a number of economic development and thought leaders. We completed exhaustive secondary research and industry analysis on the market.

The result: A clear understanding of the size of the market by sector, barriers to entry and acceptance, decision-drivers, unmet needs, and path-to-purchase. We built a heat map (GIS model) of best opportunities by region, sector, and target profile. Our analysis included a detailed brief on the Brazilian legal environment as it relates to distributor and manufacturers’ representative agreements along with a recommendation to our client on the channel partners and how to best work with them. Our client also received intelligence on competitor activities and a feasibility analysis of investment and manufacturing in-country.