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EXPERIENCE IN INDUSTRIAL AND SECTORAL RESEARCH

IBS has a broad range of experience in specialised market research among technical professionals and high-level opinion-makers. Its particular strength is extracting and analysing complex information from end users, sales people, distributors and manufacturers. Many surveys have involved determining the complexities of dealer and distributor systems.

IBS has worked in all sectors of commercial significance. The present document describes IBS's experience in:

  • Automobiles and automotive components
  • Construction and construction materials
  • Machinery and metal working
  • Mining
  • Textiles

Sectors profiled in other IBS capability statements include:

  • Agriculture
  • Energy and fuels
  • Food processing
  • Information technology
  • Packaging
  • Telecommunications

In its work, IBS uses a combination of desk research, in-depth interviews with sector practitioners and opinion leaders, and strategic analysis. Examples of projects showing the wide range of business-to-business and consumer research techniques which IBS has applied are given below:

Automobiles and Automotive Components

IBS has particular expertise in the automotive sector, its recent projects covering passenger cars and commercial vehicles as well as off-highway equipment. It has also researched a wide range of automotive components as well as consumables such as fuels, lubricants and brake fluid. Its work covers Turkey and the Caucasus.
Representative clients in this area include:

  • Borusan Group (BMW)
  • BP, Shell and other oil majors
  • Caterpillar
  • Chloride/Exide
  • Daimler Chrysler
  • Doğuş/Volkswagen
  • Fiat
  • Itochu
  • Lucas
  • Mazda
  • Volvo

Vehicles

  • A full market study for a new automobile factory in Turkey based on in-depth interviews with manufacturers, distributors, drivers and component firms.
  • Distribution Strategy to the Year 2005. The study included interviews with 800 motorists and 100 dealers and distributors. It led to forecasts of sales per province to the year 2005 and detailed strategy recommendations on distribution and marketing policies as well as outlet location. Covering passenger cars, buses, trucks and midibuses.
  • Market entry in the Caucasus. A study for a luxury vehicle manufacturer.
  • Measuring customer satisfaction with automotive sales and services. In-depth interviews with new purchasers and with users of service stations.
  • Agricultural machinery: An appraisal of farmers' attitudes, market trends by horse power and detailed forecasts for the tractor market.
  • A wide range of studies on the off-highway equipment markets in Turkey and Central Asia.
  • The used car and rent-a-car markets in Turkey — market studies and business plans for these two areas.
  • Market entry analysis for two financial companies specialising in automotive finance. Interviewed banks, leasing companies, consumer finance companies and marketing companies related to auto finance. Included breakdown of operational methods, organisational charts and volume of auto finance. Led to joint venture which is now operating.
  • Automotive finance: A market potential and business strategy development project, leading to a second joint venture which is now operating.
  • Development of business strategy for a major 3rd party logistics provider specialized in automotive logistics.
  • Market potential and competition analysis for after market and spare part distribution.

Components

  • Diesel pumps: A survey of 400 users, 35 wholesalers and 100 repairers to understand why our client was losing market share.
  • Vehicle batteries: Carrying out a market review and identification of joint venture opportunities amongst manufacturers, distributors and purchasers. This led to the signing of a joint venture protocol at our offices.
  • Vehicle springs: An overview of the market size, payment terms, and purchase procedures for a variety of vehicle springs
  • A presentation on the automotive component industry in Turkey for the European Commission.
  • Partner search for a US company wishing to establish a joint venture to supply both Turkey and the European Union.
  • Analysis of the availability and quality of 12 key components for a potential investor in a new automotive factory.

Fuels & Lubricants

  • A wide range of projects for majors interested in the privatisation of Turkey's refining and distribution companies, including advisory work to officials
  • Lubricants: Interviewing 330 drivers and 135 distributors to establish usage patterns and attitudes, enabling our client to update their marketing strategy.

Construction and Building Materials

IBS has carried out a range of studies in the construction industry, including market research on items such as radiators, power tools, and excavation machinery. It has also assisted major international contracting companies develop their business in Turkey through identification of projects and partners. Recent experience shows IBS's ability to extract and analyse complex information from key professionals, both users and producers of construction products and services.

Representative clients in this area include:

  • Caterpillar
  • Corus
  • Hempel
  • Hilti
  • Robert Bosch

Relevant projects include:

  • Market study and competitor analysis for a new plant to produce cement and products, including a detailed analysis of pricing and Competition Board interest
  • Consultancy to an international bulk cement group
  • Detailed analysis of market opportunities in Turkey’s construction sector segments, producing 12 reports and 72 fact-sheets.
  • Market studies on products such as household sealants, heavy industrial linings, window frames, construction pipes, and lumber
  • Wide-ranging research programme with 150 dealers of heating systems to help our client develop an effective marketing strategy
  • Assessment of market potential in the heating systems market among 30 users and 11 producers of central heating products, leading to the recommendation of a joint venture partner
  • Market, competitor, and distribution analysis for wall radiators
  • Image and distribution survey of hand-held power tools among 20 contracting companies, 10 electrical and mechanical installation companies, and 8 producers
  • Full market analysis of the pipe market and projections on the future trends of the market
  • Market entry study for a producer of industrial paints, including interviews on procurement practices of 30 users, 20 suppliers, and 9 raw material suppliers
  • Feasibility study for a marble and granite processing project
  • A range of market entry projects for a leading world construction machinery producer in, successively, Turkey, Azerbaijan, Georgia, Kazakhstan, Southern Russia, Turkmenistan and Uzbekistan
  • Sales and manufacturing opportunity study for a producer of heavy construction machinery, involving 50 end-user and purchaser interviews
  • Analysis of the requirements of 24 major users of construction machinery to assist our client in developing a clear strategy for increasing its sales
  • Detailed market potential analysis for a distributor of diesel engines covering marine, industrial, and electricity power generation
  • Business strategy analysis and feasibility study on selected construction machinery
  • Detailed market analysis of wet civil engineering equipment in Turkey
  • Analysis of the household appliances market

Machinery and Metal Working

IBS has carried out a range of studies in the machinery industry for various sectors, including market research on items such as radiators, power tools, and excavation machinery as well. It has also assisted major international companies start their business in Turkey, Azerbaijan, Georgia, Kazakhstan, Southern Russia, Turkmenistan and Uzbekistan through identification of projects and partners, and negotiations.
Representative clients in this area include:

  • Caterpillar
  • Corus
  • EVD
  • Hilti
  • ICE
  • Robert Bosch

Relevant projects include:

  • In-depth research on the current and future market for carbon steel products in Turkey in order to underpin a potential bid for Erdemir. This included profilingt the industry’s supply chain and the issues affecting its competitiveness and to prepare the SWOT analysis of the industry as well.
  • Identifying opportunities for investment in steel processing in Turkey: The flows and processing routes of all carbon steel flat products consumed; the role of service centers, their origins, influences and trends; assessing the financial returns of the various parties and processes, including interviews with major end-users
  • A comprehensive identification study of the stainless steel market in Turkey
  • Analysis of the local demand and export opportunities for stainless steel to determine the economic feasibility of establishing a plant in Turkey
  • An analysis of metal working machinery and equipment for two Dutch metal industry confederations
  • Market studies on plastics and rubber machinery, printing machinery, wood work equipment, environmental equipment, and the dairy industry
  • Investigating cooperation opportunities in inputs for plastics and plastic processing technologies, equipments and systems
  • Image and distribution survey of hand-held power tools among 20 contracting companies, 10 electrical and mechanical installation companies, and 8 producers
  • Market entry analysis for a world-wide producer of industrial fasteners, including present and forecast requirements of major civilian and military end-users, full feasibility analysis, and joint venture partner identification
  • In-depth analysis of the Turkish market for diesel engines used in industrial applications, electricity power generation, and marine applications
  • Market analysis to assess the level of opportunity in setting up a rental operation for work machinery
  • A range of market entry projects for a leading world construction machinery producer in, successively, Turkey, Azerbaijan, Georgia, Kazakhstan, Southern Russia, Turkmenistan and Uzbekistan
  • Sales and manufacturing opportunity study for a producer of heavy construction machinery, involving 50 end-user and purchaser interviews
  • Analysis of the requirements of 24 major users of construction machinery to assist our client in developing a clear strategy for increasing its sales
  • Business strategy analysis and feasibility study on selected construction machinery
  • Surveys of tractor producers' views on their diesel pumps and lubricants
  • Agricultural machinery - Two projects analysing various components of agricultural policy and IMF-backed agricultural reform programme and their effects on the mid /long term machinery demand and developing a regressive modelling for projections to find out size of market opportunities for foreign companies.
  • Diesel pumps: A survey of 400 users, 35 wholesalers and 100 repairers to understand why our client was losing market share.
  • Study on railway sector in Turkey

Mining

Some of the selected projects carried out by IBS in the mining sector are as follows:

  • In-depth analysis of mining equipment and the mining sector in Turkey including fuel minerals, metallic ores, non-metallic products, private and state sector mining. The project also covered analysis of the key purchasers (Etibank, MTA, Türkiye Demir Çelik İsletmeleri (TDÇİ), Turkish Coal Enterprises (TKİ), and Turkish Hard Coal Enterprise).
  • A feasibility study of a marble and granite project
  • A market evaluation of bentonite use in selected industries in Turkey
  • A report and presentation on the Turkish mining sector
  • A study of the desiccant bag market in Turkey
  • Various reviews of the gold sector in Turkey

Textiles

In textiles, IBS has long experience in tracking the key textile plants of Turkey. This was built up over the five years in which we acted as representative of Werner International, the world’s leading textile consultancy, helping to develop its business with the top Turkish groups.
Representative clients in textiles include:

  • Ciba Geigy/Novartis
  • Coats Viyella
  • Courtauld Group
  • Dow Corning
  • Escada
  • Japanese External Trade Organisation
  • Marks & Spencer
  • Sonoco
  • Tommy Hilfiger
  • The Commission of the European Communities

Examples of projects in the textile area, which show the wide range of business-to-business and consumer research techniques which IBS has applied, are given below:

  • A detailed study of the structure of Turkey’s textile industries, showing the added value through the chain for products made from cotton, wool, and synthetic fibres, and appraising the medium-term viability of the Turkish textile sector in the face of Far Eastern competition.
  • Sector study on cotton yarn with a special focus on analysing the opportunities for cotton yarn imports
  • A study of dealer and customer satisfaction with a major thread producer
  • A study of the Turkish textiles sector
  • A review of the major textile groups and their use of technology for a leading computer producer
  • Assisting an investing group with the establishment and feasibility of a factory
  • A major review of Turkish textile groups for a European investor
  • Visits to many leading textile producers
  • Technical and market assistance to the textile industry in Jordan and Iraq
  • Analysis of the opportunities for cotton yarn imports
  • Market potential analysis for paper tubes used by the synthetic yarn industry
  • Market size and consumer expenditures analysis for retail clothing in Turkey
  • Various survey of textile companies about their product and service satisfaction with textile dye suppliers
  • Study to establish a franchise of an internationally known textile retailer, including analysis of retail indicators, main competitors in the clothing retail industry, and establishing a business plan.
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