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Conducting Sales Enablement Study for the Packaging Market in South Korea

Objective & Scope

The client, a boutique strategic consulting firm, wanted to understand the label and packaging market in South Korea for a multinational IT company (the ‘end client’) that wanted to offer its digital printing solutions in that market. For this, it sought Benori’s support for sales enablement and help with the following: Generating lists of converters in label, flexible packaging, and folding carton segments Profiling the selected converters across the three target segments Conducting a deep dive study on the shortlisted companies

Approach

We undertook extensive primary and secondary research and conducted the study in two phases. In phase one, we identified and profiled 110 companies across the three segments, while in phase two, we created deep-dive profiles of the companies shortlisted by the client. We used native-language speakers to conduct primary interviews in both phases to obtain the required information.

Impact

The research helped the end client in getting: Lists of converters across the three segments in South Korea In-depth insights on converters in these segments and their perceptions of the client's brand versus competitor brands A list of potential sales leads to enable business development efforts

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