COMMERCIAL & ECONOMIC
MARKET, COMMERCIAL AND ECONOMIC STUDIES
Note: the projects described below were all commissioned by our clients on a confidential basis. As a result we are only able to provide somewhat general summaries of the projects rather than details of the work undertaken, the methods used, and the clients served.
OVERVIEW OF PIPELINE REHABILITATION
A major French multinational company considering a strategic acquisition in the pipeline rehabilitation market retained Jason Consultants to provide an overview of the market for rehabilitation of gas, water supply and sewer pipes using specialist trenchless techniques. The study covered the USA, UK, France and Germany. We investigated the structure and organisation of the client industries in each country, the size and nature of the markets for rehabilitation, and the penetration of trenchless techniques into these markets. We also analysed the strengths and weaknesses of the major competitors in these four key markets, thus providing valuable information to support strategic decision making by our client.
THE MARKET FOR MICROTUNNELLING MACHINES IN GERMANY
One of the world's leading manufacturers of microtunnelling equipment commissioned Jason Consultants to carry out a detailed study of the market in Germany, prior to developing a market entry strategy. We identified the major competitors, their strengths, weaknesses, market shares and positions in certain key segments. The size, growth trends and technical requirements of the market were defined, as were the key influences over its development and the competitive forces operating. A key part of the study was the identification of all existing users of microtunnelling equipment as well as major potential new users.
THE MARKET FOR SMALL DIAMETER TRENCHLESS INSTALLATION
A leading European contractor seeking diversification retained Jason Consultants to undertake a study into the potential demand for equipment and contracting services for the installation of small diameter pipes and cables using trenchless methods. The study identified the potential clients, the size of the market and the barriers to entry.
EUROPEAN MARKET FOR PIPE JACKING METHODS
A North American manufacturer of equipment used in installing pipes underground by non-disruptive methods retained Jason Consultants to undertake a comprehensive review of the potential markets in Europe for its technology. The study involved a full evaluation of the total markets in all the leading European countries, and the current and predicted usage of trenchless methods. The second part of the project looked at how the market was being served and the potential markets for our client's equipment. A series of alternative strategies was proposed and our client accepted our recommended course of action.
A STRATEGY FOR ENTRY INTO THE MARKET FOR
A specialist contractor seeking diversification retained Jason Consultants to review and analyse the potential market for large utility crossings in Western Europe. We carried out a detailed analysis of the market, including development of a model to estimate the size of this diverse market, and segmentation to identify particular opportunities. The study included rigorous competitor analysis and a series of in-depth interviews with customers in several countries, conducted in their own languages, to identify the needs and perceptions of key influencers. We developed a series of strategic options and positions for the client to enter this market successfully, and provided technical and financial analysis of each option, together with recommendations on how best to proceed.
TRENCHLESS UTILITY INSTALLATION IN FRANCE
A manufacturer of guided boring equipment which had been the leader in the emerging French market had lost this position and needed a strategy to re-establish itself before falling too far behind its competitors. Jason Consultants carried out a detailed analysis of the trends in this market, focussing on the perceptions and needs of the major utility customers to identify the reasons for the cessation of growth of use of the technique so soon after its introduction. We also conducted a technical analysis of competitors' equipment and its ability to meet the customer needs identified, thus segmenting the market and identifying re-entry opportunities for our client. A clear market re-entry strategy was developed, including identification of the most effective distribution channels, together with a detailed plan of how to identify and influence key customer organisations to stimulate renewed market penetration.
POTENTIAL MARKET FOR SMALL DIAMETER
A major international equipment manufacturer commissioned Jason Consultants to undertake a detailed study of the technical needs and the potential demand for equipment for boring small diameter tunnels in rock. In addition, a comprehensive review of existing technology was also undertaken. The study concentrated on North American markets but was international in its consideration of technology. The study identified a substantial untapped market for equipment to install sewer and water pipe in diameters ranging from 500mm to 1800mm. Our work also involved identification of the technical problems of small diameter equipment and, in conjunction with the company, looking at alternative solutions.
TECHNICAL EVALUATION OF PRESSURE PIPELINE REHABILITATION SYSTEMS
Jason Consultants was retained by an American utility company to conduct a detailed technical review of the state of the art in trenchless pressure pipeline rehabilitation worldwide. We evaluated the technical and engineering qualities of all the systems in use for such work, and carried out a series of detailed interviews with major users and installers in Europe, Japan and North America. This enabled us to define the level of customer satisfaction with all currently-used systems, and their technical capabilities and shortcomings. We were able to report to our client on the suitability of the systems for meeting his needs, and to identify areas of further development taking place which would make the technology better able to solve his problems.
UTILITY PIPELINE REHABILITATION IN GERMANY
A leading European plastic pipe manufacturer retained Jason Consultants to carry out a detailed study of the market for rehabilitation of gas, water supply and sewer pipes in Germany. We provided information on the size of the market, its growth trend, and a detailed breakdown of the market shares of the major competitors. The important external influences on the market were also identified and evaluated. We also conducted a technical and economic analysis of the competing systems, of their capabilities and how well they meet customer needs. A key part of the project was to identify and analyse reasons for the lack of penetration of trenchless rehabilitation techniques, and this was done through interviews with customers to understand their perceptions of the strengths and weaknesses of the techniques, both technical and economic.
MICROTUNNELLING EQUIPMENT IN NORTH AMERICA
A company involved in the manufacture of tunnelling equipment commissioned Jason Consultants to undertake a review of the present and future demand for small diameter remote control TBMs. The study investigated the total markets and in particular the future demand for sewer installation. A second stage involved identification of the future market that could be available to non-disruptive methods and the key technical and economic factors for specifiers. Competitive products were reviewed in considerable depth for technical and economic performance and the quality of service and support. Market opportunities were identified and alternative strategies proposed.
REMOTE CONTROL PRESSURE BALANCE TBMS. FRANCE
A leading French contracting group was interested in entering the French market for sewer installation by microtunnelling and pipe jacking. The client retained Jason Consultants to provide a full technical review of available remote control pressure balance TBMs and to identify their technical and economic strengths and weaknesses. An important part of the study involved identifying the potential market in France and the key actors for customers in deciding the method of installation. From this it was possible to identify the type of equipment which would have the greatest potential utilisation.
CABLE REHABILITATION IN EUROPE
A new process for extending the life of failing power distribution cables was developed in the USA and found extensive use by power utilities there. The operator of the system wished to determine the European potential for the system and retained Jason Consultants to undertake a report and analysis. The report investigated the organisation of power utilities in the major European countries, the cable types historically installed and the failure incidence and causes. Analysis of this data enabled an identification of the most promising European markets. A second stage of the study looked at the alternative strategies for introducing the system into Europe.
DEVELOPMENT OF PRESSURE PIPES
A major European manufacturer of pressure pipe had developed a new form of pipe that had potential for use in trenchless methods of installation. He commissioned Jason Consultants to undertake a study of the markets, the key factors in determining the pipe to be used and the potential for this new pipe form. We were able to provide a detailed analysis of the technical and economic factors and to propose alternative market entry strategies.
THE MARKET FOR PIPES FOR SURFACE WATER
A leading European plastic pipe manufacturer requested us to undertake this study. The client was particularly interested in the competitive structure of the market, technical needs, price levels, distribution channels, and competitors’ strengths and weaknesses. This covered the pipe and chambers sectors. We undertook a detailed survey and provided the client with full information on the market, its structure, and the key forces driving it. This enabled the client to decide on a strategy for market entry for new products. The client subsequently commissioned us to undertake a similar study in France.
NORTH AMERICAN MARKET FOR PIPE JACKING
A leading international manufacturer of equipment wished to develop a long term strategy for entering the North American market. Jason Consultants was commissioned to develop alternative strategies and to identify the largest markets and the key factors for market entry. The study involved an in-depth review of all pipe installation markets and the manner in which they were structured and organised. Future demand trends were predicted and in particular the potential demand for trenchless installation in each market segment. A critical part of the study involved identifying the key factors in the decision making process for designing and constructing pipelines. We were able to identify not only the potential market in various segments but also the segments and geographical areas of greatest potential. Alternative strategies were developed and we participated in management meetings to finalise company policy based on our recommendations.
PIPE PRODUCTION NEEDS IN IRAN
The United Nations Industrial Development Organisation commissioned Jason Consultants, together with a larger civil engineering consultant, to investigate the future demand for pipes for sewerage, water and gas supply in Iran. The purpose of the study was to identify future production capacity needs by comparing current capabilities with forecast needs. This covered all available pipe materials and also included recommendations on new materials that could be produced to meet the technical needs of pipes in Iran in the future. The project involved an extended visit to Iran and presentation of the findings to UNIDO in Vienna, who then advised the Iranian authorities on planning future pipe production capabilities, both capacity and technical and materials capabilities.
TRENCHLESS TECHNOLOGY PIPE
A small manufacturer of pipe in the USA perceived significant opportunities in producing specialist pipes for the trenchless technology sector. He commissioned Jason Consultants to investigate the opportunity and to advise on potential niche market positions that would be attractive. Using a combination of our own technical knowledge of the market and a focused market investigation, we were able to recommend on needs that the client could profitably fulfil. As a result he has successfully launched plastic and concrete pipe materials into the market.
THE MARKET FOR IMPACT DRILLING IN
A major European construction equipment manufacturer saw potential applications for his specialist rotary percussive equipment in guided drilling. Jason Consultants undertook a detailed study of the European and North American markets for guided drilling and in particular the specific regions and countries of low market penetration where the added capability of this equipment could provide benefits. By segmenting the market in this way, the client was able to confirm his market entry decision and to develop a market entry strategy targeted at the regions of greatest potential.
THE SEWER REHABILITATION MARKET IN
The leading sewer rehabilitation systems supplier in Austria required a review of the Austrian market to identify and confirm the competitive structure of the market and his own competitive stance. In addition he required information on the actual and potential markets in Czech Republic and Slovakia in order to decide whether to expand into those adjacent countries. Jason Consultants undertook a detailed study in all three countries to a very tight deadline, identifying opportunities in the new markets and the competitive position in Austria. As a result, the client has reorganised his distribution to improve competitiveness, and has begun to penetrate the new markets in Czech Republic and Slovakia.
INDUSTRIAL PIPE REHABILITATION MARKETS
A leading international supplier of pipe rehabilitation systems commissioned Jason Consultants to undertake a major investigation of the size and potential of the market for rehabilitation in the industrial sector in UK, USA and Canada. Jason identified the key driving factors in this market, and also identified clearly defined segments, both industry types and pipe applications, with specific rehabilitation needs. The segments were quantified and the technical and economic needs of each evaluated. The client has since implemented a successful strategy resulting in significantly increased penetration of the industrial rehabilitation market.
THE MARKET FOR PIPES FOR SEWERAGE AND
One of the world’s major manufacturers of GRP pipe commissioned Jason to undertake a two stage study of the potential market for this material in Indonesia. This included identification of the customer and competitive structure, the key influencing factors, and the potential market size. In addition, we provided detailed information on costs and investments required to establish production facilities in Indonesia, and the commercial benefits of doing so. This enabled the client to complete his own feasibility study to assess the potential return on the investment envisaged.
THE USA PIPELINE REHABILITATION MARKET
A leading contractor with rehabilitation interests required information on the markets in rehabilitation and replacement of sewers, gas and water distribution systems and industrial underground pipe systems. This was to support management decisions on selective expansion into these markets, and the information was needed to identify methods and systems with greatest potential and also the most attractive markets. Jason Consultants undertook this study which provided both detailed market information and expert analysis, giving the client a clear view of the markets and the ways in which a sustainable strong competitive position could be attained. The client is implementing our recommendations.
UNITED KINGDOM MICROTUNNELLING
Jason Consultants was employed by a major international contracting group to investigate the United Kingdom market conditions for microtunnelling and directional drilling. Work involved the investigation of all commercial and economic factors influencing these markets including the activities of the existing market and the potential for future growth. Jason presented a comprehensive study report to the directors of the company.
POTENTIAL APPLICATIONS FOR A 3D MAGNETIC COMPASS
One of the world’s leading manufacturers of surveying equipment commissioned Jason to study the potential markets for an innovative magnetic compass that provided information on its attitude in the three principal planes.
We investigated and reported on the potential markets and provided a market analysis with recommendations.
SEWER REHABILITATION PRACTICES IN SOUTHERN USA
This was a specific study undertaken for a commercial group who wished to have hard data on the rehabilitation of sewers in 15 states in the USA.
Information collected and analysed included:
PIPELINE REHABILITATION IN TAIWAN
This study was commissioned by a US commercial group who were setting up a JV in Taiwan.
The study included:
AN ASSESSMENT OF THE TECHNICAL AND COMMERCIAL NEEDS AND MARKET OPPORTUNITIES FOR A NEW PIPE FORM
This study was undertaken for a leading global manufacturer of pipes. Having lagged behind its major competitor the company now wished to remedy the situation.
The study involved collecting and analysing the data from a number of regions around the world to determine the size and nature of the markets.
The market analysis required us to identify the potential market sizes for the new products and the drivers. In addition we were required to identify the technical performance requirements and characteristics required in a new product. Secondly we were required to provide a technical overview of the state of the art in the existing products in order to identify gaps and entry opportunities.
LARGE DIAMETER SEWER REHABILITATION MARKET, USA
A leading US pipe manufacturer commissioned Jason Consultants to undertake a study of the market for large diameter sewer rehabilitation in the USA. This included identifying market size, competitive offerings, customer needs, and potential entry opportunities. Regional variations and opportunities were also identified. As a result of the project the client was able to refine the technical characteristics of his new product to target specific unfulfilled customer needs, and to achieve a successful launch of the new product into the market.
NON MAN-ENTRY SEWER REHABILITATION MARKETS IN EUROPE AND THE USA
A UK manufacturer of materials for pressure pipe rehabilitation had developed a new material with potential benefits in small diameter sewer rehabilitation. In order to decide whether and how to pursue product development and preparation for market launch the client required a detailed view of the existing and potential markets for the product. Jason Consultants undertook a study of the size, growth, competitive structure, distribution channels, customer needs and technical and economic drivers of the markets in both regions. This allowed the client to make important management decisions on how to develop and launch the new product.
SEWER REHABILITATION – THE MARKET FOR LATERAL AND ROOT CUTTING MACHINES IN EUROPE AND USA
A leading international manufacturer of sewer inspection equipment commissioned Jason Consultants to investigate the markets for root and lateral cutters used in sewer rehabilitation works. This was to support decisions on whether or not to enter this market which is related to their existing core market. We reviewed and analysed the size, growth, competitive structure, distribution channels, customer needs and technical and economic drivers of the markets in both regions and were able to identify significant differences in technical characteristics required and in market size and attractiveness between Europe and the USA. This enabled the client to decide which market to target and therefore how to pursue development of a competitive product.
GAS DISTRIBUTION NETWORK REHABILITATION
Jason Consultants was retained by one of the leading European sewer rehabilitation system suppliers to investigate the potential market for using a development of the same technology in gas pipe rehabilitation. The review covered all of Europe including eastern Europe and Russia. The project was able to identify key differences between sewer and gas rehabilitation markets, specific customer needs, and how they were being met. Market size, competitive structure and potential returns from entering it were also analysed.
WATER MAIN REHABILITATION MARKETS IN EUROPE
The leader in gas distribution main relining systems commissioned Jason Consultants to investigate the potential market for the same system in water main rehabilitation throughout Europe. This wide-ranging study identified a large market in the water sector as well as the technical characteristics necessary for a successful entry. Following the project the client focused technical development of his system to meet the needs of the water sector and commissioned Jason Consultants to undertake a further, more detailed, study into selected target country markets to identify market entry strategies.
THE EUROPEAN MARKET FOR LEAD
Recent change in EU legislation concerning allowable levels of lead in drinking water have created a large need for replacement of the millions of lead service pipes throughout Europe. A German-based supplier of pipe rehabilitation and replacement technologies engaged Jason Consultants to review the market, identify its size, future potential, technical and economic drivers, and competitive nature. The study enabled the client to develop a replacement system to launch into the market, and to target specific countries where the need and thus market potential was greatest.
GLOBAL STRATEGIC REVIEW OF
A major international pipe manufacturing group commissioned Jason Consultants to review the world market for ductile iron (DI) pipes and fittings and in particular to analyse the strategies and competitive positioning of the major global competitors. This high level strategic study identified the capacities for producing DI pipes around the world, the upgrading and growth in capacity in different regions including Asia and, through a comprehensive SWOT analysis, the potential opportunities and threats that are emerging. The study enabled the client to refocus its product and competitive positioning strategy, and to review potential strategic alliances, in order to secure and strengthen its market position in the most attractive regions as well as to defend its existing markets.
GLASS-REINFORCED PLASTIC PIPE’S USE IN THE WATER INDUSTRY
A major Asian producer of pipe commissioned Jason Consultants to prepare a review paper covering the use of glass-reinforced plastic (GRP) pipe for water supply applications. This review provided not only a high level overview of the GRP pipe industry, with an emphasis on the US and Europe, but also characterized the dominant technologies and producers in the market. The study enabled the client to evaluate whether to negotiate a license to become a producer of GRP pipe, or to establish barriers preventing the quick entry of the product into the home Asian market.
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