The Fletcher/CSI Business Services practice serves leading hospitality, travel, logistics & catering services companies. The team has helped clients analyze sales performance to augment offerings, hedge against industry disruption, plan for regulatory implications, and gain detailed insights into competitor business models and strategies.
To learn more about how our Business Services practice clients, please see the link below and read our case studies.
Case Studies
Specialty Product Market Assessment
Challenge
A manufacturer of a specialty product was concerned that the long term growth in the market was slowing and that the market would become unprofitable.
Solution
Fletcher/CSI used primary research to contact industry thought leaders, competitor employees, and buyer groups. We determined that there would be some slowing in the core market; however, with price and other adjustments, adjacent markets could grow to exceed the original market in size.
Outcome
The client determined that it could offer a differentiated product and pricing to expand into the adjacent markets and grow.
Travel Management Company Share of Wallet
Challenge
A travel management company became aware of an emerging competitor with a different value proposition and market approach.
Solution
Fletcher/CSI conducted a strategy workshop and determined that the competitor used a different method, and offered an alternative solution that threatened to take share of wallet from the client.
Outcome
The strategy workshop identified weaknesses in the competitor’s offer, and opportunities for the client to incorporate new features that would attract the same user group and recover wallet share.
Specialty Food Products Market Innovations
Challenge
A specialty food products company needed to be informed of developments in their space and how competitors addressed growing concerns over GMOs and organic ingredients.
Solution
Fletcher/CSI attended the two largest industry trade shows to engage competitor staff and industry observers in deep discussions about market trends, product developments, and consumer preferences.
Outcome
Trade show attendees identified a growing market for GMO free, organic, and gluten free products in the high end of the market. The client was able to incorporate these features into a new higher-end branded product and quickly gained market share.
Winning in Facilities Management
Challenge
A facilities management service provider was evaluating its market messaging and developing a new strategy for the changing market.
Solution
Fletcher/CSI conducted several win/loss deals to understand the buyer decision process and the relative importance of several factors in the decision.
Outcome
The client changed its messages to emphasize factors that were more important to the decision, and refocused development efforts to perform better against those factors.
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