Automotive & Mobility

Developing a Growth Strategy for a German Commercial Vehicle Manufacturer


Do in the market segment ‘light commercial vehicles/vans’ exist growth opportunities for the client organization?


Should the client enter this market segment, and if so, how?


To what extent would an entry into this market segment increase the utilization of the workshops/service network?

Problem-Solving Approach

Creating a deep understanding of the market with respect to the relevant segment:

Identifying the factors that determine market success:

Analyzing the cost structure and the operational competencies:

Defining the market-entry strategy:


Disproportionate high costs/risks compared to the potential earnings/chances


Effort to enter the market segment ‘light commercial vehicles/vans’ abandoned


Project stopped ahead of schedule


No market entry in the relevant segment by the client organization according to the recommendations—even not 12 years after the project