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Case Study: 
Our Client
Our client is a Quebec-based textile company which has grown from a woolen
mill to a totally vertical operation including dyeing, carding, blending,
knitting and finishing of synthetic fibres. Half of its revenues are derived
from exports to the US, Australia, New Zealand and Asia.
Our Client’s Need
Our Client faced contracting demand and declining sales from its traditional
client base. It needed to understand the factors behind the changes in demand
and assess the potential to effectively increase sales in new market segments.
Our Methodology
We assisted Our Client in redefining its target markets and experiencing
revenue growth by providing insights in the following areas:
- Analysis of internal perceptions of market opportunities and challenges
- Collection, analysis and synthesis of statistical, economic and market
information to reveal the actual size and nature of demand in North America
for its products.
- Interviews with buyers in various segments to understand their needs,
buying behaviour and decision making patterns to identify key target markets
What
We Delivered to Our Client
Mezzanine’s ability to obtain critical information on the current and future
market trends allowed our client to:
- Clearly understand the current market share of their traditional customer
segment
- Qualify the potential revenue growth for a number of new market segments
- Redeploy the sales force in order to grow revenues
“Mezzanine did a very effective job of identifying the size of our target
market and defining market segmentation in different ways allowing us to focus
on specific market opportunities and maximizing our potential for revenue and
margin growth. They delivered to our expectations and beyond.”
CEO
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“The Mezzanine team I worked with was
responsive, accurate and an absolute
pleasure to work with. I would highly
recommend them, and I look forward to
working with them again in the future.”
- Noel Hulsman
Editor, Report on [Small] Business, The
Globe and Mail |
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“Dealing with Mezzanine was a value
added experience for our company. We
were most impressed with their
flexibility and their fact based
approach. Their recommendations were
definitely actionable, and not so
conceptually complex that we have had
trouble putting it into practice.”
- Rob Smith
VP of Category Management, The News
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“From the first contact with Mezzanine I
was impressed with their engagement with
the challenge and the professionalism of
their approach. Most important, their
team combined rigorous analytical skills
with creative and innovative solutions,
while remaining sensitive to our
capacity to implement the plan.”
- Jill Planche
Director, Resource Development, The Shaw
Festival |
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