Initial Situation
- An automotive OEM is currently involved in successful partnerships with several express delivery specialists in Germany
- Partnerships mainly focus on innovation, mutual piloting/ testing and in general business development of digital solutions
- The client wanted to extend these partnerships over the current stage and to find new opportunities in different fields to cooperate
- Such cooperation seen by the client as a success factor of launching new digital solutions in the upcoming years
Project Objectives
- Compiling a list of potential future connection points in order to deepen current cooperation based on theory and current market situation
- Deriving future strategic paths of the selected express specialists and the potential crossways with our client, based on business model-, financialand SWOT-analysis
- Matching of company-specific situation and needs/ pain points and general market trends with the clients offering in order to derive future partnering with the highest potential
challenges we faced
- Very limited amount of express delivery providers in the given specific field, the market is highly oligopolistic
- Companies are all SMEs, thus information basis and expert network is restricted
Preliminary research
Evaluation of research papers, studies and market leading examples of partnerships between an automotive OEM and express specialist in Germany
Possible partnerships
Extension of the list with potentially relevant additionally type of partnerships
Analysis of selected firms
Deep-dive analysis of the selected companies: USPs, logistics and warehousing network, sales presence, management capacity and stability, partner and supplier, strategy, financials and SWOT were the main areas of interest
Willingness for cooperation
Expert interviews with decision makers of the selected companies focusing on their current partnerships and willingness for deepen vertical cooperation
Evaluation of possible partnerships
Interviews served as evaluation basis for each potential partnership type and for discovering untapped areas by their specific needs and market trends
Identyfing challenges
Additionally, sales arguments and challenges have been identified for the client’s digital solution already available on the market, just before global roll-out