ProWerk in practice – product
Global mechanical engineering user and
sales questionnaire
Brief:
Our client is one of the
world's leading manufacturers of special machines. A major part of the
product portfolio must be redeveloped from scratch in the short- to
medium-term in order to meet the demands of future markets. Existing ideas
regarding the technology for the new product series are to be checked and
verified through a global user and sales questionnaire.
Services:
- Develop an electronic questionnaire for a
survey of all sales staff worldwide.
- Draw up a questionnaire for a survey of
users.
- Carry out personal interviews with more
than 100 customers and non-customers in Europe, Asia and America.
- Evaluate the results
according to markets, sectors, customers and non-customers, insider and
outsider views, model series, etc.
- Compare the results of the user and sales
staff questionnaires.
- Correlate the results with important
technological trends.
- Adapt the specifications to the newly
identified market requirements.
- Provide those who took part in the surveys with feedback regarding the
most important results.
Results:
The global survey of users and sales teams produced completely new findings
for our client, on the technical side sometimes quite amazing. One prime
success of the market analysis is due to the correlation of results from the
insider (sales) and outsider (users) viewpoints. The same is true for the
comparison of the statements of customers of our client on the one hand, and
those who are not customers, on the other. The market analysis led to
comprehensive modifications to the original specification.
Time period: 3 months