Case Study
Quebec Leader in Construction and Renovation


Challenge No 1

Our client’s objective consisted in evaluating the industrial and commercial business potential of an identified expansive market area. More precisely, the study had to assess the pertinence of creating a sales force large enough to meet the existing demand in the area.


Solution

• Set the point of sale primary and secondary market area.
• Extract the number of businesses by category represented in the area.
• Evaluate the average expense per category.
• Extract the businesses located in the territory.
• Estimate the potential sales figure by inference for both the primary and secondary markets.


Challenge No 2

The objective here was to produce a monthly report listing residential construction projects throughout all of Quebec. Projects surveyed could deal with construction, expansion, renovation, relocation, layout, or major procurements. Within the report, projects’ progress was classified according to the following criteria: project announced, drawings and specifications submitted to tender, in progress, or completed.

Advantages
• Geographical project location.
• Anticipation of demographic trends in Quebec.
• Identification of strong residential development markets.
• Anticipation of forthcoming residential construction projects.
• Information on the various players in the residential development field.

Applications
• Development of new markets.
• Distribution network expansion.
• Point of service location optimization.
• Identification of market areas showing strong residential construction growth.
• Market prospection.


Results
These studies allowed our client to acquire knowledge of the various markets it wanted to develop and use appropriate tools to achieve it. In addition, thanks to preventive studies, the firm was able to anticipate various changes in its market areas and adjust its sales force accordingly. Furthermore, this enlightened mastery of all forecasting enabled the firm to surpass its competitors in some territories of the province.