Case Study
Lubricants Market Entry Strategy
Issue
Outcome
Feedback
Our Client, a leading global
lubricants player, wanted to
examine options to increase
its participation in a major
developing economy.
RPS identified the promising
market segments and
opportunity gaps for a ‘new
entrant’ and delivered a
comprehensive, detailed
strategy plan for a winning
market entry in view of the
Client’s global core
strengths.
Recommendations for a
number of immediate and
medium-term strategic
actions have been proposed
(regarding branding, value
chain strategy,
organisational capability etc.)
which, if effectively
implemented, can help the
Client succeed in this new
market.
“We are fully satisfied with
the quality of RPS work and
deliverables”
Analysis
RPS organised the research
into distinct steps with clear
deliverables and milestones to
answer 3 critical questions:
Where to play? How to win?
and How to organise? As a
result the following studies
were conducted:

A detailed market analysis
to identify market
segments with highest
profit and growth potential
including market
characterisation, margin
analysis and competitive
landscape.
 Evaluation and definition
of winning value
propositions, routes to
market models, pricing
and branding strategies.
 A detailed plan outlining
the required
organisational structures,
processes and capability
to support the strategy.
“As we were in tight cooperation during the work, we
were fully aware of the
progress at any stage and
RPS was responsive to our
requirements. This way we
made sure the quality of the
work met our needs. We do
not think anything could have
been done better”
Resources
The project was led and
performed by experienced
RPS Consultants in the
Lubricant Practice,
leveraging extensive local
market knowledge and
relevant operational focus of
our lubricants specialists.
The project was completed
in 2 phases, over a total
period of 4 months.
rpsgroup.com/energy