One of the largest bowling lanes & equipment manufacturers in the world seeking to renew their strategy for India

Case Study

About the Client

With revenues of Euro 120 mn, the client is a global leader in the bowling industry. marketer of bowling and mini bowling products.
Its bowling products include automatic scoring software, center management software, ten-pin pinsetters, lanes and lane care products, pins, ball returns, and center furniture.
With sales offices in 10 countries, its products are installed in over 10,000 centers across 90 countries.

Client Need

The client wanted to introduce a new bowling product in the Indian market – scaled down version of traditional bowling: “Mini Bowling” which requires less space and easy maintenance.
At the same time, it wanted to relook at their India strategy and address new sales avenues at the same time.

Our Approach Involved

A comprehensive analysis of the market dynamics as well as the market available for mini bowling in India including an assessment of Indian consumer behaviour, spending patterns, potential sales avenues, trends & challenges, competitor benchmarking and government regulations.
Deep dive into sales avenues/sectors shortlisted by the client along with feedback from the participants in these sectors as well as recommendation on the price positioning for each sales avenue.
Advising on the possible structures available to the client to re-establish its presence along with the pros & cons of each structure
Identifying potential distributors and manufacturing partners for the client
Managing the roadshow for the client during meetings with potential distribution and JV partners
Assisiting the client in implementing the chosen strategy by establishing contact with the relevant players in shortlisted sales avenues and communicating their feedback to the client, for further action to be undertaken by the appointed distributor.