A refinery by-product found a captive market once the study showed how easily buyers switched suppliers
A client planned to make a chemical for its own refineries and wanted a market for the used product.
We mapped buyers across fertilisers, detergents, metals, oils, batteries and pharmaceuticals, and studied how they chose and switched suppliers.
Supply was crowded but buying was transactional, so switching was easy. We helped the client secure long-term agreements with manufacturers, processors and distributors, some for thousands of tonnes a month. A market became a captive market.
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- The question
- Is there a market for a chemical the client would make for its refineries and then sell on after use?
- Approach
- Buyer-side market mapping across industries, followed by partner identification and agreement support
- Where
- India
De-identified. Names, places and distinguishing details are generalised.
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