Our challenge
Wickens Engineering are a family owned manufacturer of industrial racking, originally for retail and distribution centres. A highly price sensitive, commodity-driven sector, Wickens were seeking to target some new markets to enter, to broaden their range of services and increase profitability.
Following a couple of contracts to build some bespoke Dry Stack racking for boats, Wickens wanted to establish if the marine leisure sector was a viable market for their plans.
Rushall Marketing was commissioned to produce an industry feasibility study to assess the global market size and potential costs of entry.
Our approach
We conducted a thorough search, review and analysis of the global marine market. Our study reviewed the market size and status, included a competitor analysis as well as identifying prospective clients in the key international markets. In addition, we undertook primary research with some key stakeholders and trade bodies to further establish existing trends in the marina and boat storage sector.
Our review included an assessment of the Wickens Drystack sales proposition, and strategic sales and marketing on the route to market.
Throughout the project we also facilitated a number of trade introductions for Wickens, and tender opportunities, as well as generating trade PR coverage.
Key outcomes:
- Wickens are now focusing on developing sales in the marine sector
- Attended their first major marine trade show Nov 2016
- New case studies researched and prepared to support the sales process
- Press coverage achieved in all the relevant UK & European trade press
