MANUFACTURING
INDUSTRIES > MANUFACTURING
The manufacturing industry is in the last years experiencing a fast evolution thanks to technologies and to the increased demand of formerly emerging markets.
Cambryan with its presence across the entire supply chain of industrial sectors, is the advanced observer for Customers in their business development.
By describing market demand, competitive landscape and company positioning, and introducing methodologies to monitor such information, Cambryan highlights how the companies organisation and structure can address their markets with optimal performances.
Capabilities
Engineering for Marketability
Support to Strategy
Competitors Analysis
Design Validation Plan
Homologation & Certification
Market Analysis
Business Planning
Intellectual Property
Design For Manufacture
Participation to EU Funds
Funds research
Services for Manufacturing
At Cambryan we have a multi-disciplinary approach to Market Intelligence. The analysis is structured along consecutive steps.
Market Analysis - Identifying the context in which the Company will operate, understanding the total addressable market and defining the actions opportunities are three fundamentals steps to define Company strategy.
Competition Analysis - One of the priorities for the Company is to analysis competitors that are currently holding market shares or that will hold them in the future. Cambryan experiencies allows to structure the methodology to gather information on market positioning, product offer, financial performances and to finally analyse the data and resume them in a way to allow our Customer defining its strategy.
Benchmark Analysis - Wether the Customer is interested in a product benchmark or a Company performance benchmark, Cambryan can support and lead the activities.
The above steps can lead to the decision for our Customer to re-position itself hence receiving from Cambryan the advicing in this delicate phase.
The development of the business, from a commercial perspective, is one of the key services Cambryan offers to Companies across industries. Skilled Cambryan advisors define with the Customer its intent and the objectives. Different approaches can be implemented depending on the need of the Company.
Identifying target Markets - The new market is identified by Cambryan advisors together with the Customer through some industry specific indicators, each one related to a specific operational strategy. The company therefore starts to be informed about most interesting markets to entry with a product or a line of products, within the constraints previously defined.
Defining strategy for the Go to Market - Once the target markets are identified, or in the case the Customer has previously defined on its own the desired markets to enter, Cambryan advisors helps to analyse the market demand and competitive landscape (see Market Intelligence services) to deliver a road map for its Customer to go to market.
Finding new Leads - Depending on the industry and on the market, Cambryan can propose a list of potential leads fitted for the specific strategy defined with the Customer.
Cambryan can support the development of the new business in a further way with its advisors as interim business development managers.
When a new product is going to be designed, Cambryan supports the OEM in the developing of the go to market strategy analysing the target markets and identifying key drivers of the market demand. The presence of competitors is analysed in order to define the correct positioning for market entry and local partners and distributors are proposed.
At Cambryan we don’t confuse design with engineering. We are skilled to engineer a project, to make it appealing for the market and sustainable in terms of costs for the OEM. The design of systems and components is performed through third party suppliers skilled on specific technology and the Design For Manufacture is our priority during the development of the engineering phase.
Innovate or die. We are in the era where disruptive innovation is taking place both regarding business models and technology. The cost at OEM for being continuously up to date with its own internal structure is high. Cambryan helps the OEMs with its knowledge and network by rating suppliers innovation with a multi methodological approach that includes visits at suppliers’ premises and early stage audits.
It's not unusual that Companies understand since the beginning of their project development that further players are needed in order to strenghten their whole position with regards to a specific goal (adding innovation content to their product, being more credible towards new customers, entry in a new market where the competition is hard,...). In this case Cambryan can help the Company in building, from a technical point of view, partnerships that are compliant with the final goal.
The partnership is studied and defined in a way that companies structures and legal considerations are well considered and supported.
Based on the specific needs of the OEM, wether due to supply chain issues or due to new technologies to be implemented, Cambryan can deliver a list of opportunities that are fit to the OEM requirement. The market of Tier1 and Tier2 suppliers is constantly monitored and new entrants are contacted, visited, analysed and clustered prior to be validated as potential opportunities
Wether the Customer project is defined in its boundaries or the project is the company business development itself, the Cambryan advisors skilled for that specific industry can be involved for a medium-long term to develop the project.
Cambryan has supported on medium-long terms companies and organisations to grow and develop the business from both external (business development) and internal (process optimizations) approaches.
The advisor becomes a counselor of the top Management or the owner and can take a defined role within the Company in a medium-long term of engagement.
Cambryan can help their Customers in a specific period of running changes to be supported from a financial perspective. This is usually part of a broader involvement by Cambryan and can be guaranteed at the highest levels due to its network of Private Equity and Venture Capital companies skilled on industries in which Cambryan is skilled.
The ability and experience on analysisng markets and work on companies structure, allows Cambryan advisors to be a valid support on the preparation of Business Plan for the presentation of funds requests to the above mentioned funds and to Country and Continental funds (for example Horizon2020 projects and beyond)
BUSINESS CASES - MANUFACTURING
New Markets Development in Packaging
BUSINESS CASE - NEW MARKETS DEVELOPMENT
The Customer, a packaging division of a multinational, needed to identify the most promising industries for an innovative packaging machinery developed from scratch. Cambryan advisors identified the six main industries interested in the machinery and got the list of potential customers in those industries, for each of the Countries the customer previously identified.
DELIVERABLES
Market analysis - Segment analysis - List of potential leads
Emerging markets development for boilers
BUSINESS CASE - MARKET INTELLIGENCE
The focus on emerging markets dynamics was the main interest of a multinational boilers manufacturer. Cambryan identifed a set of indicators representing the products and the key drivers for market entry. The imports from competitive countries into each selected emerging market were analysed on a timeframe of the previous 5 years with a monthly resolution and commercial actions were proposed to the customer.
DELIVERABLES
Market Analysis - Competitive landscape - List of opportunities
Global market analysis for Capacitors industry
BUSINESS CASE - MARKET INTELLIGENCE
The capacitors and batteries division of our Customer requested to Cambryan global market data for its industry, in order to restructure its market strategy across the controlled branches worldwide.
Global areas were analysed by Cambryan with a level of details up to local Countries, giving a market overview and market trend for the two segments of the division.
DELIVERABLES
Market Analysis
Market development in AGV industry
BUSINESS CASE - NEW MARKET DEVELOPMENT
The Client, a local branch of a multinational manufacture of stepper motors, requested to Cambryan the support in identifying the AGV (Automated Guided Vehicles) market value and its trend in three Countries under its own responsibility within the Group.
A multi-source methodology was used to identify the real opportunities within that rather innovative target industry. A list of opportunities were given to the Customer.
DELIVERABLES
Market analysis - List of potential leads
Finding global distributors partners
BUSINESS CASE - PARTNERSHIPS SETUP
A manufacturer of pumps with direct sales in Europe asked the support to Cambryan for its global market strategy. The intent was to find local importers and distributors outside Europe, worldwide.
Cambryan advisors analysed the supply chain in each country and verified the business model that customer's competitors had worldwide in order to better understand the markets. Finally the list of potential importers and distributors were highlighted and partnerships setted up.
DELIVERABLES
Supply chain analysis - Market Analysis - Competitive landscape - Partners scouting
Market analysis for cooling towers
BUSINESS CASE - MARKET ANALYSIS
A manufacturer of industrial cooling towers was suffering for margins erosion in the last years. Cambryan developed an internal assessment that highlighted reasons of inefficient production and proposed to the customer to expand commercially abroad with the most promising line of products.
An European market analysis was performed identifying a road map for the company expansion and a commercial support has been done.
DELIVERABLES
Internal assessment - Market analysis - Business development road map