Examples of MSI’s Achievements

MSI has developed a record of achievement that includes more than 150 major projects for clients facing key decisions such as integration of newly acquired operating divisions, introduction of major new products, and penetrating new market sectors or geographies. Some examples include:

• When a client based in the US in residential appliances wanted to expand into Latin America, it turned to MSI to help decide which countries in the region were the most promising and whether the best way to enter the market was to acquire an existing entity, form a strategic partnership, or build from the ground up. MSI helped narrow the market options down to three promising countries, then identified 11 potential strategic partners, profiling each and ranking them based on the client’s pre-identified criteria. The strategic partnership that emerged from this process led to rapid product development and a successful product launch within 18 months


• When a multinational air conditioning and refrigeration equipment manufacturer wanted to establish itself in East Asia, MSI helped the company quantify the market potential and identify barriers to success. MSI’s market research with users and existing suppliers in seven countries demonstrated the potential market MSI’s client could capture, but it also determined that demand could not be satisfied without a manufacturing facility in China. The client used MSI’s guidance and ultimately chose to shift its resources toward other markets.


• When a global provider of automation systems considered expanding into a new sector in Europe, MSI conducted dozens of interviews in multiple countries with potential customers, competitors and influencers, quantified the market potential, and identified specific strategies for the client to successfully launch its automation technology for an entirely new set of customers. MSI recommendations included specific potential customers, possible acquisition or partner targets, and value-added services to enhance the client’s position versus competitors.


• When a Fortune 500 company completed an acquisition, it inherited a customer base that had grown used to a higher level of service than economically practical. MSI conducted a study that determined that 80 percent of the acquired division’s profits came from 50 percent of existing customers. With this data, the client was able to drop unprofitable accounts, increase service to the retained customers and grow its market share versus a primary competitor.