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Project Details

Exxon Mobil’s Expansion in Vietnam

Exxon Mobil’s Expansion in Vietnam A success story: Market Research, Sourcing and supply chain Challenge: Exxon Mobil aimed to expand the production and distribution channels for their construction machinery lubricants in Vietnam. They faced two main challenges:
  • Determining the potential market size for these products in Vietnam, both currently and projected over the next 3-5 years.
  • Understanding customer behaviors and habits regarding the use of lubricants.
Our Solution: To address these challenges, we implemented a comprehensive strategy:
  • Conducted a market study of Vietnam’s construction industry to assess the scale and growth drivers for construction machinery demand over the next 3-5 years.
  • Carried out an in-depth analysis of the construction machinery market in Vietnam to estimate the overall demand for lubricants.
  • Compiled a list of the top 300 construction contractors, equipment rental companies, and machinery maintenance and repair shops with the largest fleets and highest usage and repair frequencies.
  • Designed a detailed questionnaire and planned direct interviews via Zoom to gather necessary information for evaluating and analyzing customer behaviors and habits. This also helped in identifying and filtering potential future customers.
Results:
  • Successfully compiled a comprehensive list of the top 300 companies with all necessary information.
  • Conducted 45 direct interviews with leaders and managers responsible for lubricant usage from the list of 300 companies.
  After 45 working days of implementation, we successfully met all project challenges and received high praise from Exxon Mobil.
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