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Central European customer analysis in the segment of intralogistics for an international manufacturer of automation solutions


A market leading manufacturer and general contractor of automation solutions for material handling wants to analyze customer perspectives of current products as well as competing manufacturers. These customers are categorized in distinct industry and retail segments that are to be sequentially examined and compared to one another.


DTO Research approach and procedure

The customers’ product perception was analyzed in a pre-study and categorized in several, independent decision-making criteria. These criteria were ranked and reflected upon by market experts with technical know-how and competencies in procurement – e.g. warehouse managers. These rankings formed individual need profiles that were then used to compare and evaluate current providers of automation solutions.



In several survey waves, more than 400 expert interviews were conducted and statistically evaluated. This allowed for a highly detailed, robust, and up-to-date understanding of the strengths and weaknesses of the competition as well as the customer needs.