1. Spire Research and Consulting
Case study – ABS Resin
Strategic research in Asia
Client: An European Fortune 500 chemical producer
Situation: The client sought to expand its ABS resin business in Korea by
identifying and engaging with new potential customers with run-rate demand
for this product
Project objectives: Development of qualified database of customers of ABS resin
supplied to manufacturers of electrical plugs and other electrical items in Korea
requiring flame-retardant plastics
Methodology:
Secondary research, expert interviews and interviews with resin
manufacturers to identify 50 leading manufacturers of ABS-consuming
electrical items
Screening of the 50 manufacturers to identify the 10 with the largest volume
consumption of ABS
Interviews with the top 10 manufacturers to determine annual volume of
ABS purchased and estimated future growth in demand, preferred
suppliers, pricing, typical delivery lead time and additives and colorants
procured
Report deliverables: A database in MS Excel report providing a list of customers
with preferred purchase requirements
Outcome: Our client used Spire’s report to provide qualified leads to its sales
team, so as to better exploit opportunities to utilize newly constructed capacity
at its Korean plant.
