The client is an old line manufacturer of specialty valves used in industrial, military, aerospace, recreation, and medical products.
Valves are one of several product lines.
For several years the valve line had received very little management and marketing attention, resulting in declining sales. Beta Consulting was retained to conduct market research to assess the market, competition, technology, and other factors. We held in-depth meetings with customers and prospects and uncovered an unmet market need for a large capacity valve. No vendor offered the product that the market needed. Customers were forced to use clusters of lower capacity valves to achieve the required high flow rates.