Performance Analysis Assignment

CLIENT:
A leading manufacturer of diesel engines.

PROBLEM:
Our client had achieved significant market share increases in the diesel engine market. These increases in market share challenged the company's ability to maintain traditionally high shares of its replacement parts and components business. Customary internal methods of market share measurement did not adequately track market performance or identify market problems.

ASSIGNMENT:
MacKay & Company developed a comprehensive survey of several thousand operators and maintainers of our client's product. Input on maintenance and repair frequencies and practices, parts purchasing practices and procedures and several additional issues was developed for multiple classifications of parts and components. Detailed market share performance measurements were established at several levels in the parts distribution and service channels.

RESULT:
Our client initiated new programs and reinforced existing programs on trends evident in the research information. Follow-up research by MacKay & Company verified the effectiveness of these programs. A monitoring system was jointly developed by the client and MacKay & Company to track market changes and program effectiveness.