Survey Leads To Business Gains

An international manufacturer of flail mowing machines was trying to reposition itself in the market place for competitive advantage. It had two main markets: the grounds keepers of large corporate real estate properties and state and local governments.

In an economic downturn, few new machines were being purchased. A telephone survey of end-users revealed substantial opportunity in the marketplace. The company rapidly executed a new strategy that resulted in a substantial increase in market share.

A year later the company was taken over by its largest competitor with lucrative packages for management. The strategic redirection, guided by Research Design Associates, had made the company such a threat to the industry leader’s market position that it was forced buy out its competition to gain access to the process.


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