Competitor Producing Poor Equipment

“Our competitors’ customers were not happy with the cheaper Chinese imported products.”

Who

A major UK defence communications PLC.

Issues

Military manufacturer
Competitors analysed
Struggling rival
New sales opportunity

Challenge

A leading UK military communications PLC wanted to know its competitors better. It was losing business to new market entrants, who the company believed were working on too many products. It wanted to know its rivals’ financial position and which products were making them money.

Solution

Talking to customers, industry insiders and others, Octopus discovered many customers had moved to a Chinese supplier but had been let down with the amount of products they were supplying. Customers were not happy and were returning products at an alarming rate. Octopus produced a report revealing that while the competition may look strong, they were actually struggling to find parts to build their kit.

Outcome

Our client now knew it had a weaker competitor than it realised and had an open door to sell its products based on the values of guaranteed quality and reliability of supply.