Helping a Manufacturer Meet Customer Needs in Latin America

Situation

A manufacturer of construction equipment was seeing fluctuations in its business in Latin America and wanted to better understand the root causes.

Engagement

We traveled to five Latin American countries and worked with our local partners to interview a range of customers and prospects. During these interviews, we explored industry trends, customer needs and brand perceptions. By working with local interviewers and translators we were also able to establish more context regarding the various countries and cultures.

Results

Using this information and perspective, the client was able to develop new regional strategies and action plans that took into account the needs of various customer groups as well as the unique business environments in each country.