THE CHALLENGE - A leading Surface Mount Technologies (SMT) placement equipment manufacturer from outside the Americas was seeking to penetrate the United States and Brazilian SMT equipment markets more effectively. The client had a strong market position in Asia but needed a greater understanding of the surface mount technologies markets in the United States and Brazil.

THE PROCESS - Frost & Sullivan's market research and consulting teams developed a discussion guide for data gathering based on one-on-one qualitative and quantitative in-depth interviews with:

• Surface Mount Technologies (SMT) equipment manufacturers
• Contract manufacturers
• Original equipment manufacturers in various vertical markets
• Distributors and manufacturer representatives of SMT equipment

Revenue and unit shipment forecasts, total available market, geographical analysis, analysis by technologies, distribution trends, product selection criteria, competitor profiles, market share, and market drivers and restraints were monitored to help achieve the client's goals.

THE SOLUTION - Based on the findings, Frost & Sullivan suggested strategies that were likely to enable our client to develop a greater understanding of the product mix for the U.S. and Brazilian SMT markets. This enabled the company to successfully promote its products and adjust its product offerings for unmet needs in the Americas. It also established a distribution network in key geographic regions in the United States and Brazil. As a result, our client was able to obtain a positive impact on its bottom line by increasing market share to become one of the leading companies in the industry.