Optimizing coverage of a large market

December 19, 2024

Context

An auto parts distributor is seeking to identify gaps in its coverage of the Canadian market in order to establish a stronger presence in regions with untapped potential.

Challenge

Market gaps are relatively easy to identify but ranking them by potential is more challenging. The real complexity lies in gaining market share in less developed, yet, profitable regions.

Innovation

To quantify and map the market, Indicia compiled a list of tens of thousands of mechanical shops across the country, carefully measuring their surface area and number of service bays for each one. These variables were then used to model the estimated consumption of auto parts by shop, allowing for the quantification of the market in each district on a national scale. The list of mechanical shops was cross-referenced with the company’s current customers to distinguish between existing clients and prospects, and to identify market gaps. By understanding who the prospects are and estimating their potential purchases, it becomes easier to assign a value to each market gap and assess its saturation, thus prioritizing those with the best opportunities for geographic growth.

Results

This study identified 73 priority markets across the country, 41 of which were newly opened over a 5-year period. Moreover, in the years following their opening, the major sales of these branches were already 13% higher than those of the rest of the network.

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Quantify the potential of a specific customer base

20 février 2025

Context An outboard motor manufacturer is looking to quantify the number of potential consumers in North America that may be interested in its products based on where they live. Challenge The company mainly wanted to target customers with a second home near a waterway, since they have a socio-demographic profile that is favorable to the purchase of a boat equipped with an outboard motor. But how do you go about adequately estimating the number of second homes across the continent? Innovation To address this issue, Indicia has developed a methodology based on the overlay and analysis of several different data sources. First, Indicia used the hydrography files to map water bodies in North America in combination with cadastral databases to locate land and buildings corresponding to second homes. This information was then cross-referenced with web extractions of real estate ads of houses and land for sale, allowing the selection criteria to be further refined. Finally, Indicia integrated data from the Canadian and U.S. censuses to isolate only single-family properties with garages. Thanks to this methodology, it has become possible to precisely map and quantify the residences that meet the established criteria. Results Through this in-depth analysis, the company obtained a reliable estimate of the number of potential consumers in North America corresponding to its target market. This data has enabled it to optimise its distribution strategy and define its marketing actions with a high level of precision.

Opening up in a promising new market

20 février 2025

Context A garden furniture manufacturer with a network of distributors and stores is looking to open a retail outlet in a market with potential for future growth. Challenge The main challenge is to guarantee both immediate and future growth, by establishing itself in a rapidly developing area, while minimising the risks associated with poor positioning. Innovation To address this issue, Indicia used a longitudinal database of the last 20 years, making it possible to identify the economic and demographic trends of the targeted region. By combining this data with the use of centrography indices, Indicia was able to locate areas of attraction and anticipate the movements of the population and shopping centres. An analysis of housing starts over the past ten years was also conducted, since it represents a key indicator for identifying areas of high residential growth. In addition, by studying the recent opening of many points of interest such as pharmacies, grocery stores, SAQ stores and discount stores, Indicia was able to identify booming commercial axes. Finally, by combining all these elements, the future urban development could be estimated with an excellent level of accuracy, guaranteeing the company an optimal choice of location for its new point of sale. Results With this rigorous analytical approach, the company selected a strategic location in a fast-growing region, benefiting from increased visibility and access to a specialized clientele.

Customer profiling for targeted advertising

19 décembre 2024

Context A local pet food delivery company is seeking to identify its key customer segments to reduce spendings in its advertising efforts and local product deliveries. Challenge Since approximately 55% of households own a cat or dog, how can we precisely determine which of these households would be interested in a delivery service and would benefit the most from it? Innovation Indicia conducted a customer analysis to identify the main segments that have used the service over the past three years, focusing on recurrence. Three key segments emerged: owners of large breed dogs, busy large families, and elderly owners of small animals. The segments were geolocated using cadastral data on land size (to accommodate large dog breeds), census data on household size (to identify large families), and population age data (to identify elderly individuals). This information was then cross-referenced with pet ownership data to pinpoint the optimal neighborhoods for targeted postal and digital advertising, as well as to create more efficient delivery routes. Results Thanks to the targeted advertising efforts, the company was able to reduce its annual marketing budget by 35%, while increasing its revenues by 7%.