Evaluated the dynamics of cargo flows in and out of South China’s seaports

Key benefits: Based on identifying the real decision makers and their key reasons to selecting cargo ports in and out of China priority actions to maximize the use of certain Chinese ports were decided

Need

A leading Asian sea cargo handler wanted to understand the market dynamics in South China so as to prepare its competitive strategy for the medium term.

Application: Strategic Planning

Geography: China

Approach

Interviews with competitive sea cargo handlers to understand their customer base, and interviews with customers ““ logistics companies, manufacturers and overseas buyers ““ to investigate port selection and preference drivers.

Methods: Primary research and analysis

Solution

Identified main competitors and their future strategies. Mapped out customer segments and identified the decision makers. Prioritized customers’ drivers for choosing ports.

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