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Increase market share case study

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The Client: A petroleum and heating oil supplier looking to expand its presence and customer base in the North East for their home heating oil deliveries. Much like other utility customers, home heating customers remain customers for approximately 10 years before looking around at the alternative supplier options. The Opportunity: Known primarily a regional gas station brand, this leading oil distributor was looking to retain their current residential heating oil customers, while growing their customer base for new heating oil deliveries. It was time to lay the groundwork for greater awareness. The Assignment: Secure the current customer base at the end of the Winter heating season and help reduce possible attrition through Spring and Summer. Capture new sales from competitors and promote cross-sell opportunities with the gas stations and C-stores [convenience stores] — building not only awareness, but brand loyalty and customer longevity.
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Marcie Leers Case Study Pros And Cons

Increase market share case study
Increase market share case study
Increase market share case study
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How do I Increase My Market Share B2B Case Study

In recent years, a growing number of business practitioners and theorists have postulated that one way for a company to increase its return is by increasing its market share, and studies appear to have confirmed this relationship. Given this direct link between profit and risk, it behooves companies to manage their market shares with the same diligence as they would manage any other facet of their businesses. This concept of managing market shares leads to some intriguing possibilities. Although most companies can profit by attempting to increase their market shares, some may conclude that they are at or possibly beyond the point at which expected costs and risks outweigh expected gains. The authors suggest various strategies that these companies might consider in attempting to manage their market shares. Capturing a dominant share of a market is likely to mean enjoying the highest profits of any of the companies serving that market. But high market share can also mean headaches.
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Market Share—a Key to Profitability

Developed in conjunction with Ext-Joom. To increase market share and maintain its competitive position in the industry, a leading consumer packaged goods organization committed to achieving an Integrated Customer Development Process. It determined that this effort must receive equal priority to the restructuring, staffing and geographical relocations already in progress. The organization retained DHC to conduct an assessment of the business process, management tools and linkages to internal organizational touch points in achieving an integrated customer development process in addition to identifying and implementing opportunities to increase the effectiveness of the resources in achieving its business objectives.
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With access to new markets, the company was able to become a worldwide brand and expand its sales. Thus, Maybelline competitors were outplayed altogether. The brand and merchandise development relied on it heavily. The firm used a broad advertisement campaign as a tool for popularizing its brands. In , the Maybelline company became the biggest spender in cosmetics advertising.
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