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A diversified industrial materials manufacturer producing chemicals, plastics, and engineered fabrics sought to reverse stagnation in one of its divisions. The company’s leadership identified Europe as a priority for growth but lacked insight into customer expectations, competitor pricing, and future market drivers. Without a structured expansion strategy, the division risked losing share to more agile competitors and missing opportunities for long-term partnerships.
We conducted a multi-country evaluation across Europe, engaging industry experts and senior stakeholders from downstream manufacturers and procurement teams. These discussions revealed customer frustrations with current supplier offerings and shed light on how decisions were made regarding price, performance, and partnership reliability. Alongside primary research, we analyzed more than fifteen European and global databases to quantify market share shifts, supplier economics, and adoption patterns. We examined how leading competitors structured their joint ventures and partnerships, particularly in the engineered fabrics sector, and identified the models that were most successful at capturing market share. This allowed us to present the client with multiple credible pathways for entry, from direct sales to partnership-led approaches.
The client received a holistic expansion strategy tailored to European market realities. The research revealed that customers were dissatisfied with the technical support and responsiveness of existing suppliers, creating opportunities for differentiation. By understanding competitor pricing ranges and partnership structures, the client could position its offerings more effectively and explore partnerships that accelerated entry. The engagement provided not only a roadmap for growth but also specific levers to capture share in a market where incumbents had grown complacent.