Market Research services

A Basic Idea on the Target Audience &

Sales Model

Himansu Bhusan Tripathy

Contents:
• Areas of Market Research.
• Major players in Each area.
• Revenue generating areas and insides.
• Opportunity Analysis.
• Engagement strategies.
• Track procedures.
• An Overview on size of target audience.
Thanks
 Areas of Market Research.
• Consumer goods:
Consumer Goods & Retailing > Apparel, Cosmetics & Personal Care, House & Home, Pet Services & Supplies
Travel & Leisure > Entertainment, Travel Services
• Food & Beverage:
Beverages > Alcoholic Beverages, Coffee & Tea, Soft Drinks
Food > Confectionery, Dairy Products, Food Processing
• Heavy Industry:
Energy & Resources > Energy, Mining, Utilities
Manufacturing & Construction > Construction, Machines & Parts, Manufacturing
Materials & Chemicals > Metals, Paper & Forest Products, Plastics
Transportation & Shipping > Automotive, Aviation & Aerospace, Logistics & Shipping
• Services Industry:
Business Services & Administration > Accounting & Finance, Corporate Services, Human Resources
Financial Services > Banking & Financial Services, Insurance, Real Estate
• Public sector:
Associations/Non-Profits, Education, Government
• Pharmaceuticals & Life Sciences:
Biotechnology > Agriculture GMO, Genomics, Proteomics
Diagnostics > In Vitro Diagnostics, Medical Imaging, Molecular Assays
Healthcare > Facilities, Insurance & Managed Care, Regulation & Policy
Medical Devices > Cardiovascular Devices, Equipment & Supplies, Wound Care
Pharmaceuticals > Diseases & Conditions, Prescription Drugs, Therapeutic Area
• Technology & Media:
Computer Hardware & Networking > Computer Equipment, Electronics, Networks
E-Commerce & IT Outsourcing > E-Commerce, IT Administration, IT Services
Media > Broadcasting & Cable, Publishing
Software & Enterprise Computing > CRM & Customer Service, Internet Applications, Software & Services
Telecommunications & Wireless > Telecommunications, Wireless
 Major market research players in Each area

• Pharmaceuticals & Life Sciences:

Kalorama Information - Euromonitor International - BCC Research - Drug and Market
Development - Trimark Publications - Decision Resources
• Consumer Goods:
Mintel International Group - Datamonitor - Snapdata International Group - Unity Marketing –
Business Trend Analysts - Key Note Publications
• Food & Beverage:
Packaged Facts - Business Insights - Beverage Marketing Corporation - Canadean Ltd - Icon
Group International - RNCOS - just-food - just-drinks
• Technology & Media:
Frost & Sullivan - Yankee Group - Paul Budde Communication - IDC - In-Stat – Wintergreen
Research - Compass Intelligence - Digital Vector
• Heavy Industry:
Freedonia Group Inc. - Global Industry Analysts - IBISWorld - SBI - Catalina Research – Textiles
Intelligence
• Service Industries:
TowerGroup - Worldwide Videotex - Gardner Publications - Global Advertising Strategies, Inc. –
RocSearch - Simba Information - Barnes Reports
 Revenue generating areas and insides.
• Services Industry:
The private non-good producing industries account for approximately 70% of total economic
activity in the United States. These non-good producing industries include retail trade, wholesale
trade, and the service industries. The U.S. Bureau of the Census currently measures the total
output of most of these industries in its retail, wholesale, and services surveys.
The services industries account for 55% of economic activity in the U.S. Most of these industries are
surveyed in the Quarterly Services Survey and in the Service Annual Survey.
• Pharmaceuticals & Life Sciences:
Today the pharmaceuticals and life sciences industry accounts for in excess of $500 billion in
worldwide product revenue. With growth during the last 10 years in excess of 12% annually, this
highly complex industry represents the fastest growing segment of the healthcare market. As our
markets mature from early stage research and platform
technologies to an ever-increasing number of products in clinical development and in the market, the
need for pharmaceutical and life science executives will continue to grow. In particular, executives
with clinical experience A nd commercial expertise will continue to be in great demand.
• Heavy Industry:
Heavy industry is often defined by governments and planners in terms of its impacts on the
environment. These definitions concentrate on the seriousness of any capital investment
required to begin production or of the ecological effect of its associated resource gathering
practices and by-products. In these senses, the semiconductor industry is regarded as
"heavier" than the consumer electronics industry even though microchips are much more
expensive by weight than the products they control.
Heavy industry is also sometimes a special designation in local zoning laws.
Many pollution control laws are based on heavy industry, since heavy industry is usually
blamed for pollution more than any other economic activity, rightly or not.

• Technology & Media:

Technology & Media industry is the most valued part of market research services and create
brilliant scopes and opportunity .
In the other way this sector is a fast changing and to study their the product/services
success ,Market research plays a vital role.
 Opportunity analysis.
• Define the market.
• Size the market.
• Study current fundraising market Research Area.
• Competitive Intelligence.
• Customer analysis.
• Researching new product releases & financial tombstones of desired industry.
• Build directories & keep eye on Venture funds.
• Study local market technology & entrepreneurs.
• Government & contract opportunity.
• Various trade show.
• Profiling costumers to identify opportunity.
• Public show and interviews.
• Chamber of commerce.
• Associations & member
• List , databases, Directory of companies.
• New Business listings.
• Business Incubators.

These are few parameters where Aldius can create a nice series of starting
opportunity database which includes the business listings according to their
area of interest.
 Engagement strategies

We can build various strategies for engagement of sales team :

Sector campaigning:

It involves campaigning through the most opportunity sector.

Regional campaigning:

It involves campaigning through regions (East, West, Central). The eastern & bay region are rich with industries.

Cluster campaigning:

It involves campaigning through various clusters for a specific Industry/ Vertical.

Building and targeting the R-List (Revised):

Includes campaigning of companies which are comes out of master list from various responses.

Building and targeting the A-List (Most Appropriate):

Include campaigning of companies which are the most appropriate and there is a definite chance of opportunity.
 Track procedures

Tracking of sales team performance can be done by various way.

• List Management.
• List Distribution.
• Initial mail campaigning by the research team.
• Feed back analysis of every call.
• Managing the feed back by carrying out necessary research.
• Maintain CRM database (Sales metric) to track the happening on each account.
• To track each follow-up call the managers should maintain Google spread sheet, which is
transparent to the inside sales team.
• Keeping information to the inside sales team for their up gradation and understanding of
campaigning strategies and goal.
• Making and validating various information required to execute the sales pitch and its
improvement.
• Quarterly review of account details followed by each sales member and carryout the strategy
meeting for necessary
Improvement of sales.
Thank You.