2. 1
Frost & Sullivan: Who We Are
50 years of Experience
Over 50 years of experience providing clients with in-depth research and
analysis from which to make critical business decisions
40 Offices Around the
World
1,700+ industry analysts, growth consultants, and staff in 35 offices around
the world, ensuring that our clients have in-depth regional and global
perspectives of their markets
10 Industries and 32
Markets
Cover broad spectrum of 10 industries and 32 markets
10,000+ Clients
Worldwide
Partner with 10,000+ clients worldwide, including emerging companies, the
global 1000, and the investment community
3-tiered Growth System
Offer the exclusive 3-tiered Growth System, including: Growth Partnership
Services, Growth Consulting and Growth Team MembershipTM
TEAM Methodology
and the
360 Degree Perspective
Developers of TEAM Methodology, a proprietary approach to ensure that
clients receive a 360 Degree Perspective on technology, markets, and
growth opportunities
3. 2
About Frost & Sullivan:
A Leading Growth Consulting & Research Firm with 40+ Offices in 30 Countries
We propose growth consulting, market and technology research and career-focused best practice training to help clients grow
their businesses.
MilanSophia Antipolis
Oxford
Frankfurt
Warsaw
Tel Aviv
Dubai
Cape TownBuenos Aires
Bogotá
São Paulo
Mexico City
San Antonio, TX
Mountain View, CA New York
Toronto
Shenzhen
Chennai
Kuala Lumpur
Mumbai
Bangalore
Calcutta
Delhi
Singapore
Shanghai
Sidney
Melbourne
Seoul
Tokyo
Paris
London
Hong Kong
Global expertise and local knowledge: 40+ offices worldwide – 1,800+ employees
Moscow
Istanbul
Beijing
Detroit
Auckland
A global company that partners with clients to support the development of growth strategies.
4. 3
Our Research Focus:
10 Industry Verticals Cover Over 10,000 Markets Globally, Annually
Country mining profiles
Country resource profiles
current reserves
production levels
Mining company
Mining&
Minerals
Industrial
Automation-
Process
Control
Sensors
Transmitters
Valves
Motors and Actuators
Pumps
MES
DCS
SCADA
HMI
PLCs
HVAC&R
Fire & Life Safety
Building Automation Systems (BAS)
Lighting Controls & Products
Performance Contracting
Building
Management
Technologies
Water & Wastewater
Environmental Management
Waste Management
Environmental Safety
Environmental
Medical Devices
Pharmaceuticals
Healthcare IT
Biotechnology
Drug Discovery
Healthcare
Centralized Power Equipment
Centralized Power Services
Onsite Power
Distributed Generation
Renewables
Energy&
Power
Aerospace&
Defence
Military Equipment
C4ISR
Soldier Modernization
Displays and Sights
Missiles
Battlefield
Civil Aviation
Air Traffic
Management
In Flight Entertainment
Software and Systems
Avionics
Automotive&
Transportation
Powertrain and Green Technologies
Advanced Safety and Chassis
Telematics
Commercial Vehicles
Aftermarket Sales & Service
Logistics & Supply Chain
Rail and ITS
IP Communications
Telecom Services
Conferencing &
Collaboration
Enterprise
- Communications
ICT
Mobile & Wireless
Communication
Contact Centers &
CRM
IT Services
Plastics & Polymers
Packaging
Paints & Coatings
Inks & MediaChemicals,
Materials&
Food
Personal Protection
Equipment
Specialty & Fine
Chemicals
5. 4
Our Automotive & Transportation Industry Coverage Includes Personal and
Freight Mobility
Mobility Automotive
Rail & Public
Transport
Logistics &
Supply Chain
Infrastructure
Urbanization
Car Sharing
Mobility Integrator
New Mobility
Inter-modality
IT Mobility
Urban Mobility &
a mix of relevant
studies from other
areas
Connectivity
Powertrain
Chassis
Safety & ADAS
Electric Vehicles
Aftermarket &
Distribution
Vehicle Interior
Systems
Rolling Stock
Infrastructure
Bus & BRT
Vehicle
Technology
Maintenance
Information
technology in Rail
Communication
systems
User / Consumer
research
Urban Logistics
Intermodal
New Business
Models
High Speed
Logistics
Courier, Express
and Parcel
3PL & 4PL
IT Logistics
Intelligent
Transport System
(V2X, traffic
mgmt., congestion
charging, tolling,
parking, etc.)
IT Integration
Rail Infrastructure
Road
Infrastructure
Sea Ports
Passenger vehicle
Commercial and
Off-highway
vehicle research
on areas such as:
6. 5
Objective of Frost & Sullivan’s Rail Growth Partnership Services
Rail
> Technologies
> Econometrics
> Application
> Markets
Provide information and insights
> Key and emerging market
> Technology trends
> Competitive landscape
Help identify and develop
sustainable growth strategies
for our client partners
“Our industry-focused research, combined with extensive experience in all
aspects of the commercial vehicle industry, helps our clients find areas
where they can grow despite the challenges of technology, price,
competition, and regulation.”
T.E.A.M Research to Offer Mission Critical Growth Strategy Development and Execution Support
7. 6
Summary of Frost & Sullivan’s Rail Research Program
Comprehensive Strategic, and Actionable Research and Analysis Covering All Growth Opportunities in the Rail
Industry
Voiceof
Consumer
Global
RailMarket
NA, EU, Asia, South America
2020 Vision of Rail Industry
Global Rolling Stock and Infrastructure Market
Global Platforms and Sourcing Strategies
Next 11 and African Markets
Growth Opportunities in a Flat World
Emission- EPA, Euro, Global Harmonization
Safety- ABS, Truck legislation that impact rail,
Advanced Safety
Incentives and Credits
Fuel Tax
Hours of Service
Global Regulatory Environment
Developments in railway infrastructure,
Signalling including interlocking systems,
wayside equipment, train detection, train
control systems, RM&D, Electrification
networks including overhead catenary
systems and power supply,Stations
Railway
Infrastructure
Database and forecast for rolling stock, new
lines, extensions, and refurbishments for:
• High Speed Rail
• Mainlines/Inter-City
• Light Rail
• Underground/Metro
• Monorail and PRT
• Freight
Database
Global De-urbanization Trends
PESTLE ANALYSIS
Development of Mega Cities
Effects on mobility
Inter-modal Freight Movement
Development of Public Transport Systems
Urbanization
Trends
Coaches, Multiple units, Metros & light rail
vehicles, Locomotives , Electric trains , Freight
wagons. Includes chassis and powertrain
Improving efficiency of Rolling Stock
RollingStock
Services to support smooth flow of passengers &
freight:
• Fare Calculation & Ticketing
• Travel Planning Systems
• Communication and Management of delays /
engineering works
Payload
Management
Safetyand
Telematics
Services
Services to support efficient railway
operations including:
• Vehicle maintenance
• Vehicle refurbishment and overhaul
• Component refurbishment
• Material solutions (such as logistics
services)
Legislations
North American and EU Markets for Rail Safety
and Telematics Technologies, Market and
Technology Analysis and Forecasts, Technology
and Market Trends, Growth Opportunities, Market
Growth Enablers, Revenue Opportunities,
Advanced Technologies and Applications
Rail operators and Fleet Managers Desirability
and Willingness to Pay for Advanced
Technologies- Powertrain, Safety, Telematics,
Regulation Compliance Technologies,
Concept Product Demand Estimation,
Purchase Intentions, Recommendations
End user passenger surveys
8. 7
Growth Partnership Service Deliverables:
Published Information + Interactive Services
Published Deliverables Accessed Online
• Market Engineering Studies
• Customer Research Studies
• Market Insights
• White Papers
• Movers and Shakers Interviews
• Decision Support Databases
• Econometric Research and Analysis
• 360-Degree Industry Studies
Interactive Services Enhancing Value
• Private Briefings
Senior Analysts will provide a customized insight into
the impact of industry trends on your organization—
the opportunities for, and threats against, growth
• Client Councils
You will have the opportunity to provide frequent
direction to--and feedback on--our coverage of issues.
• Analyst Clarification Support
Contact our team to clarify issues in the published
information.
• Workshops (additional investment)
Workshop format enables us to transform actionable
information into decisions and implementation plans.
Workshops are not included in the base GPS
subscription investment but are independently
proposed based on customized scoping. Pricing
depends on scope and goals of the workshop.
9. 8
Global Rail Research Program-
2014 Deliverables Highlights
• Strategic Analysis
Studies
• Best Practice
Research
• Market Insights
• Movers & Shakers
with C-Level Auto
Execs
• Analyst Briefings
• CEO and Board
Presentations
• Growth Consulting
Interactive Rail Market
Focused Research
• Focus on public
transportation
• Mobility integration
• Advanced information
technology platforms
• Strategic
transportation
planning
• Transit performance
forecast
Expanding Portfolio of
Deliverables
• Voice of Customer
Studies
• Willingness to
pay for
advanced
technologies
• Current usage,
awareness and
adoption plans
• Passenger / End
user surveys
Consumer
Research
• Key actionable
information on rail
industry
• Competitive
landscape,
revenue and
growth
opportunities
On-site strategic
workshops
Strategic Industry Topics our studies will cover in year 2014
Future of Mobility - New Business Models, Opportunities, and
Market Entrants in Mobility Integration
Strategic Analysis of Implications of Big Data on Urban Mass
Transportation Systems
Opportunity Analysis for Transport Operators: Growth and
Evolution to Newer Businesses
360 Degree Analysis of the Turkish Rail Market -
Trends, Infrastructure & Rolling Stocks
Remote Diagnostics and Prognostics of Rolling stock
and or Infrastructure
10. 9
Research Innovations
Onsite Rail Workshops
Voice of Customer Research- Fleet Managers of Largest Private and For-Hire Fleets
Service Innovation
– Scenario Analysis
– Analyst Hours
11. 10
Onsite Rail Workshops: Global Focus
Frost & Sullivan Rail Analyst (s) On-site for Private Briefings to Executive Management
2020 Vision of the Rail Market
Mega Trend Analysis, Global Economic Cycles and Production Forecasts, Key Technologies
and Markets- Rolling stock, Infrastructure, Services , Regulation Compliance, BRIC Outlook, Key
Revenue Streams, Key Performance Indicators
Global Rail market
Freight , Passenger, Urban Rail,
OEM Product Strategies in North America, Brazil,
Europe, Russia, India, China, Korea and Japan.
Comparative Analysis, Cost Reduction Strategies,
Growth Opportunities,
APM, Monorail, CBTC, Light rail, BRT
BRIC, Next 11 and African Market Growth
Opportunities
Brazil, Russia, India and China , Africa, Next 11
Countries
Rolling stock Market Overview, Rolling stock sales
Forecasts, Market Penetration Opportunities
Regulatory Environment, Drivers and Restraints
Competitive Environment, Unique Nuances, Threat
from BRIC Companies
12. 11
Voice of the Customer
Railroad operator managers’ survey - financing, asset management,
Planning processes, technology adoption, public private partnerships
rail legislation, geographic expansion, modernising fleet and
infrastructure, rail urban transit user survey, Passenger satisfaction
survey
Onsite Rail Workshops: Technology Focus
Frost & Sullivan Rail Analyst (s) On-site for Private Briefings to Executive Management
Technology
and Market
Focus
Rolling Stock Powertrain Technologies
Modern direct injection technologies, Boosting, Energy storage technologies,
Power control technologies, Hybrid powertrains, Power and Control Electronics,
Traction Motors, Idle reduction technologies
Hydraulic Hybrid Technologies, Key Trends, Forecasts, Roadmaps, Supply Chain
Infrastructure Technologies
North American and EU Markets for Communication Based Train Control,
Signalling systems, Positive Train Control in NA, Catenary systems, Market and
Technology Analysis and Forecasts, Technology and Market Trends, Growth
Opportunities, Market Growth Enablers, Revenue Opportunities
Information Technologies
Infotainment for passengers, e-ticketing Market and Technology Analysis and
Forecasts, Technology and Market Trends, Growth Opportunities, Market Growth
Enablers, Revenue Opportunities
13. 12
Examples of Private Briefings:
Synthesis of Market Information into Customized Insights
Descriptive
Published Market Information
(Sample)
Technology Roadmaps
Customer Attitudes and
Preferences
Impending Future
Regulations
Competitor
Benchmarking
Prescriptive
Private Briefing
(Sample)
In which technologies should you be
investing?
What opportunities do these
represent?
How are others planning for it?
Are there ideas worth considering?
14. 13
Voice of Customer Research:
Frost & Sullivan’s rail research is capable of delivering results and analysis from surveys that are non generic,
non repetitive and highly detailed. A holistic bottom up approach builds towards providing excellence
Current Usage, Awarenes, and Adoption Plans by Types of Video Surveillance
Technologies Base: Total Sample, N=46
83%
83%
72%
72%
72%
57%
55%
44%
39%
13%
9%
7%
7%
15%
13%
26%
30%
6%
13%
10%
17%
24%
17%
17%
7%
7%
9%
7% 7%
7%
15%
Network Internet Protocol (IP) Video Surveillance Cameras
Analog Video Surveillance Cameras
DVR (Digital Video Recorder)
NVR (Network Video Recorder)
Video Surveillance Monitors
Open Video Management Software
Video Analytics Software
Proprietary Video Management Software
Encoders/Video Servers
Aware and Currently Using Aware and Likely to Adopt within a Year Aware, but No Plans to Adopt within a Year
Heard About, but Little Understanding Never Heard of
Key Take Away: Network IP video surveillance cameras and analog video surveillance cameras are most widely used, with a
penetration of over eighty percent for each. Encoders/video servers and proprietary video management software show the
highest short-term potential, with over one-quarter planning to adopt within a year.
Q2. Please indicate your awareness, usage status, or adoption intent for the following video surveillance technologies.
Note: Proportions less than five percent not shown numerically in chart
15. 14
Service Innovation:
Helping Clients Deal With Uncertainty
Competitive Benchmarking Mega trends Analysis
Opportunity Analysis Strategy comparison
OE Benchmarking
16. 15
Analyst Hours Are Flexible:
Multiple Analyst Access Methods; Customizable Deliverable Options
30 minute
phone call with
sector expert
Short study,
secondary resources
5-10 company
interviews and
short report
Focused end-user
survey and analysis
Strategic market studies
Hours
1-2
10-30
40-70
100-120
150+
Impact on Organization
18. 17
Global Rail and Public Transport Program
Planned Research (2014)
Year Planned Research Title Scope
2014
360 Degree Overview of the Latin American Rail Freight Transport Market and Prospects for Freight
Locomotives Market - Argentina, Brazil, Chile, Colombia, Mexico and Peru
Latin America
2014
Opportunity Analysis of Eastern European Rail Market - 360 Review of Rolling Stock, Infrastructure &
Signalling
Eastern
Europe
2014 360 Degree Analysis of the Turkish Rail Market - Trends, Infrastructure & Rolling Stocks Turkey
2014 Strategic Analysis of Implications of Big Data on Urban Mass Transportation Systems Global
2014 Opportunity Analysis for Rail Operators: Growth and Evolution to Newer Businesses Global
2014 Opportunity Analysis in the European Passenger Rail Interiors Market Europe
2014 Strategic Analysis of Global Passenger Rail Volumes Europe
2014 Rail Outlook 2014 Global
2014 Strategic Outlook of Implication of Shale Gas Energy on Global Rail Industry NA
2014 Analysis of Seamless Intermodal transfers freight Global
2014 Remote Diagnostics and Prognostics of Rolling stock and or Infrastructure China
2014 Global outlook for Locomotive and Rail powertrain systems Europe
19. 18
Global Rail and Public Transport Program
Existing Research (Until 2013)
Year Study Code Existing Research Title Regional Scope
2013 M77E-18 Strategic Analysis of Growth Opportunities in European Urban Rail Rolling Stock Systems Europe
2013 M92D-13 Strategic Analysis Of Communication Based Train Control Systems in Europe Europe
2013 M663-18 Strategic Analysis of the European and North American Rail Infotainment Market NA
2013 M957-13 Rail Outlook Study 2013-2022 Global
2013 P76A-13 Strategic Analysis of Chinese Rail Rolling Stock Market China
2013 M9A6-13 Strategic Analysis of European Rail Market for E-ticketing Solutions Europe
2013 NC3D-13 Strategic Analysis of North American Light Rail Transit Market NA
2012 M77D-18 Strategic Insight on Global Rail Market Global
2012 NA5E-18 Strategic Analysis of the Global Market for Bus Rapid Transit Systems (BRT) Global
2012 M8BF-18
Future of Mobility - New Business Models, Opportunities, and Market Entrants in Mobility
Integration
Europe
2013 M663-18 Strategic Analysis of the European And North American Rail Infotainment Market Europe + NA
2013 P712-13 Transportation Modal Shift in India and Impact on Rail Logistics INDIA
2012 9832-13 Strategic Analysis of Passenger Safety for Urban Rail in Malaysia APAC
2012 M77D-18 Strategic Insight on Global Rail Market Global
20. 19
Global Rail and Public Transport Program
Existing Research (Until 2013)
Year Study Code Existing Research Title Regional Scope
2011 M4DD-18 Strategic Analysis of the Global High Speed Rail Market Global
2011 M64A-18
North American Locomotive Market: A strategic Analysis of Powertrain Technologies and
Auxiliary Systems Considered by OEMs for EPA Emission Compliance
North America
2011 M6DB-18
Strategic Analysis of Alternative Powertrain Technologies in the European Diesel
Locomotive and Railcar Market
Europe
2011 9823-13 Strategic Insight on the GCC Rail Sector ME
2011 N92D-18
An Executive Analysis on Passenger Rolling Stock Market in the United States: A Demand
Analysis for Passenger Rolling Stock and Seating Systems
USA
2011 P712-13 Green Technologies and Developments in Rail Transportation APAC
2010 M649-18
European Rail Catenary Systems – Executive Analysis of Copper Requirement for
Electrification across Strategic European Markets
Europe
2009 M3F5-18 Strategic Analysis of the European Rail Electrification Market Europe
2009 M555-18 Strategic Analysis of the European Rail Signalling Systems Market Europe
2009 M1B3-18
Strategic Analysis of the European Light Rail and Underground Market - Part 2: Market
Engineering Measurements
Europe
2009 P2A3-18 Strategic Analysis of the Growth Opportunities in the Indian Rail Industry India
2009 M363-18
Strategic Opportunity Analysis of the Russian Rail Market: Implication for the Global Supply
Chain
Russia
21. 20
Global Rail and Public Transport Program
Existing Research (Until 2013)
Year Study Code Existing Research Title Regional Scope
2008 P211-13 Asia Pacific Rail Market 2008 - An Overview APAC
2008 M3F5-18 Executive Summary of the Rail Stress Testing Market for France, Germany and the UK Europe
2007 M1B2-18
Strategic Analysis of the European Light Rail & Underground Market - Part 3: Competitive
Environment Analysis
Europe
2007 M1B6-18
Strategic Analysis of the European Light Rail and Underground Market - Part 1: Market
Overview
Europe
2005 M06F-18 Strategic Analysis of the European Rail Intelligent Transportation Systems Markets Europe
23. 22
Client Project Title Segment
Global Ticketing Solutions
Provider
Strategic Analysis of Global Passenger Volumes Passenger Rail
Global Electronics Giant
Opportunity Analysis and Assessment of Automated Fare Collection for Public Transit
Systems in North America
Fare Collection
Leading Freight Operator Assessment of a high-speed train solution for freight transportation in Europe
High Speed Rail /
Freight
Leading Locomotive
Manufacturer
Competitive Intelligence: Profile of Competitor for Leading Locomotive Manufacturer Locomotives
Major Global Rail Maintenance
Provider
Opportunity Analysis Of The Chinese Traction Motor Maintenance Market – Identification Of
Opportunities
Traction Motors
Major Global Rail System
Supplier
Analysis of the East European & CIS Market for Rail and
Rail Equipment – Identification of Opportunities
Rail Equipment
Asian Rail System Supplier Develop a Detailed Competitive Benchmark of Three Global Rail System Manufacturers Rail Systems
Asian Rail System Supplier Analysis of the Eastern European Market for Railway Systems – Market Opportunities Rail Systems
Leading Freight Operator
Market demand assessment of a high-speed train network to transport freight within
Western Europe
High Speed Rail /
Freight
A government agency in Asia Strategic Assessment to Determine Standards for Logistics Industry Logistics
Global infrastructure provider Global Trade Opportunity Analysis
Business Strategy /
Trade / Commerce
List Of Custom Projects Completed In The Rail Sector 1/2
24. 23
Client Project Title Segment
A Singaporean government
agency
Logistics Study on Fresh Produce logistics Logistics
Global Monorail Solution
Provider
Competitive Benchmark of Global Rail System Manufacturers Monorail
Economic Corridor Planning
and Implementation Authority
Feasibility Study for A Cross Border Inland Clearance Depot (ICD)
Business Strategy /
Trade / Commerce
Department of Transportation
(DoT), South Africa
Improve Competitiveness of South Africa’s Transport Industry Transportation
Leading international defence
and security company
Development of a market entry strategy and identification of industry partners for a new rail
stress testing product
Rail Equipment
Leading European Seating
Systems Provider
Railway Passenger Seating Solutions: Market Opportunities Assessment Seating Systems
World leader in IT service
provider
Quantifying Market Size and Potential Growth of Key Technology Trends in Transportation Rail Systems
List Of Custom Projects Completed In The Rail Sector 2/2
25. 24
The Client :
Our client is a top 5 player in the intra-European freight
transportation and logistics market, active in all modes of
transportation and also holds a strong position in the
express market.
The Challenge:
Our client needed to quantify the market potential in
volume and value of a high-speed cargo train between
major European hubs. The potential investment
considered by our client to launch this project was
around €500m
Project objectives:
• Identify itineraries where a high-speed cargo train would
provide a viable alternative to existing transportation modes
• Estimate potential in volume and value on selected itineraries
over a 5-year period
• Define all parameters of a potential launch offer
Outcome & business impact:
Case Study 1: Assessment of a high-speed train solution for freight
transportation in Europe
Frost & Sullivan delivered a scenario-based analysis
showing potential revenue by itinerary, split by type of
client (eg. express shippers, freight forwarders), type of
vehicle (eg. truck, aircraft), type of service (eg. express)
and the optimal price grid. We also delivered a
forecasted analysis to 2017.
Following our recommendation, our client used our
analysis as a decision-making tool and decided to run a
real-life test on the strongest itinerary that we had
recommended.Our client also uses our model to
continually monitor the future potential of itineraries
Our approach and work:
1. Evaluate the size of air and road freight transportation
markets on itineraries in initial scope (~80)
2. Compare attraction of potential clients for selected itineraries
and estimate volumes gathered by a high-speed cargo train
3. Forecast transferred volumes and revenues on strongest
itineraries
Exhibit: Typology
of clients for a
specific scenario
Moreover, a statistical model was built along the project,
allowing for complex simulations and forecasts
26. 25
Case Study 2: Competitive Intelligence: Profile of Competitor for
Leading Locomotive Manufacturer
Client : Leading Locomotive Manufacturer
Aim of the Project:
To assess strengths, weaknesses and strategies of primary competitor of
the client
The key objectives are summarised as:
1- Develop a detailed competitor profile of Competitor and its products in
Brazil
2- Explore strategic issues in terms of supply chain, marketing and
operations and customers in the Region
3- Determine market size and growth expectations for the product in the
region.
Develop Strategic Recommendations on how client should
respond to this competitive position and specifically relating to
the locomotive market conditions in Brazil
Methodology :
Review of secondary information : internal, client and external
Detailed Interviews with key market players (system manufacturers, local
government, rail operators)
Deliverables:
Market forecast up to year 2017, Gap analysis, competitors strategic
roadmap. Fleet operator perception of locomotive OEMS, Dynamic SWOT
analysis, Strategy to strengthen client’s market position
Results:
End User / Operator perception was recorded in detail. Successfully
delivered competitor’s sstrategic objectives in Brazilian rail market.
Identified key targets to leverage existing market position and maximise
growth.
OEM
OEM
OEM
OEM
OEM
OEM
OEM
27. 26
Case Study 3: Opportunity Analysis Of The Chinese Traction Motor
Maintenance Market – Identification Of Opportunities
Client : Major Global Rail Maintenance Provider
Aim of the Project:
To identify and understand the competitive landscape of the rail rolling stock
traction motor service market in China.
The key objectives are summarised as:
• Map local train operators and define their rolling stock
• Assess the rail rolling stock servicing structure and patterns across
the vehicle life cycle – esp. traction motor maintenance
• Estimate rolling stock servicing market size and forecast – in-house vs
outsourced. Identify the assessment criteria & procedure followed for
(sub-) contracting traction motor service and maintenance.
• Rail operator & servicing providers profiles – Structure, activities &
process, and benchmark
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail
operators, maintenance mangers, depot managers, and technology
providers)
Deliverables:
Market forecast up to year 2021, Competitive analysis of rolling stock
providers in China, Rolling stock maintenance market, Value chain mapping,
Strategies and mapping of opportunities, Dynamic SWOT analysis,
Results:
Successfully delivered the criteria and structure for outsourcing/sub
contracting traction motor servicing across all rail segments. Entry
opportunities were identified and best strategy to interact with market
identified
Examples
28. 27
Case Study 4: Analysis of the East European & CIS Market for Rail and
Rail Equipment – Identification of Opportunities
Client : Major Global Rail System Supplier
Key objectives :
• Measure market size and forecasts by country and product
(Vehicle Systems, Information Systems, Automatic Fare
Collection Systems)
• Determine method and scope of procurements
(standards,expectations and requirements, etc.)
• Assess competitive environment in these markets for better
product and brand positioning
Methodology :
• Review of secondary information : internal, client and external
• Interview with key market player in each country (system
manufacturers, local government, rail operator…)
Results :
• Identification of key geographic opportunity – prioritisation
• Barriers to Entry and key leverage points (product,
service,finance, etc.)
Examples
29. 28
Case Study 5: Enabling key rail operators’ strategies through profitable
technology leverage – White Paper
Development of a white paper study for Siemens,
evaluating the following issues -
• Challenges and Opportunities in the Rail Operator
Market
• Helping a Rail Operator to Improve Punctuality and
Reliability
• Helping a Rail Operator to Improve Front-line Customer
Care
• Helping a Metro/Tram Operator to Reduce Maintenance
Costs
• Helping a Perfect Operator Build a Key Account
Management Structure
• Assisting a Rail Operator to Improve Its Bottom-line
Through Communications Integration
• Increase the Effectiveness of a Rail Operator’ Nervous
System
30. 29
Case Study 6: Develop a Detailed Competitive Benchmark of
Three Global Rail System Manufacturers
Client: Asian Rail System Supplier
Key objectives
Evaluate organizational structure, facilities location &
financial situation
Analysis of the competitive environment, product portfolio
and partnerships
Global and regional review, and Business strategy
analysis
Methodology
Review of secondary information : internal and external
Key interviews within the companies benchmarked and
key competitors
Results
Identification of gaps for the client development
Opportunities for strategic differentiation
Support in the restructuring process and development in
Europe
31. 30
Case Study 7: Analysis of the Eastern European Market for Railway
Systems – Market Opportunities
Client: Asian Rail System Supplier
Objectives
To identify opportunities in the Eastern European Rail
Market in order to expand global sales in Transportation
and supporting equipment
Research and Output
Total market for Rail Systems in Eastern Europe including:
Industry structure; drivers restraints and challenges;
sources of funds and attractiveness of foreign funds
Geographical Analysis of the Rail systems Market,
including
Market size and revenue forecasts, trends analysis;
market share analysis
Result :
Helped to
Assess the competitive environment in these markets for
better product and brand positioning
Understand the method and scope of procurements to
adapt Toshiba’s marketing strategy to market standards,
expectations and requirements.
32. 31
Client and context:
Our client is a top 5 player in the intra-European freight transportation and logistics market, active in
all modes of transportation
Outcome & business impact:
• Most itineraries where identified as below the minimum volume potential required avoiding for the client a
non viable 400 M€ infrastructure investment
• One key axe emerged as the most promising; a real test has been set up after the project to cover this
itinerary
• The model was applied to other freight railway itineraries projects assessment and competitive
benchmark
Our approach:
• Evaluate the size of air and road freight transportation markets on 80 initial itineraries
• Compare clients interest for itineraries and services
• Forecast transferred volumes and revenues on strongest itineraries
• Design of a customized statistical model allowing simulations and competitive benchmark and forecast
Case Study 8: Market demand assessment of a high-speed train
network to transport freight within Western Europe
Challenge:
• The market is usually very fragmented across the
different transportation means available
• However end users compare the diversity of
means available for a specific logistic issue
Project objectives:
• Identify itineraries where a high-speed cargo train
would provide a viable alternative to alternative
transportation modes (air and road)
• Estimate potential in volume and value on selected
itineraries over a 5-years period
33. 32
Case study 9 : Improve Competitiveness of South Africa’s Transport
Industry
Client: Department of Transportation (DoT), South Africa
Aim and Objectives:
Identify measures to improve competitiveness of South African Road, Rail
and Air transportation systems in both passenger as well as freight
movement.
Benchmark against best practices in other developing nations
Project Methodology:
• Conducted 10-week research on the SA Transportation industry as
well as suitable benchmark countries
• Identified KPIs and elements for dashboard to monitor competitiveness
• Identified best practices and implementation plans to improve
competitiveness
• Designed 2-day workshop involving Private and Public sector Industry
bodies, as well as DoT executives
Result
• Identified critical areas of inefficiencies and bottlenecks affecting
competitiveness
• Developed and prioritised strategies for improving quality and
competitiveness of service to be further researched before
implementation
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Case Study 10: Development of a market entry strategy and
identification of industry partners for a new rail stress testing product
Client : Leading international defence and security company
Aim of the Project:
• Analyse the market potential for a new rail stress testing product in France,
Germany and the United Kingdom and validate the opportunity for the
client.
The key objectives are summarised as:
1. Assess the market drivers, restraints, challenges and trends for rail
stress testing
2. Gauge interest for the new solution amongst key value chain players
3. Determine market size and growth expectations for the product
4. Define key success factors and best route to market – who is the
potential customer?
Support the client in the development of a winning market entry
strategy
Research methodology:
Collect and analyse data: extensive F&S database, comprehensive desk
research and interviews
Determine, analyse and prioritize the key factors influencing the market
for rail equipment
Results:
Extensive market forecasts up to year 2021,Providing data for 2 options
and 2 scenarios of anticipated market development
Route to market opportunities, Identification of potential partners and
customers, Challenges and strategic counteractions
Key success factors and next steps
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Case Study 11: Railway Passenger Seating Solutions:
Market Opportunities Assessment; Support Go/No Go decision for expansion
Client : Leading European Seating Systems Provider
Aim of the Project:
To assess and support a GO/ NO-GO decision for expansion into US
Market
The key objectives are summarised as:
1. Understanding of the short term opportunities for Client in USA
2. Support a “Go/ No Go” decision regarding the US market
3. Support a “Go/ No Go” decision regarding the development of a new
product
4. Pre-qualification of potential opportunities, partners and clients, if
identified
5. Focus further research, marketing planning and activities on best-fit
opportunities
Develop Strategic Recommendations on how client should
proceed with the decision presented
Methodology :
Review of secondary information : internal, client and external
Detailed Interviews with key market players (system manufacturers, local
government, rail operators)
Deliverables:
Market forecast up to year 2017, Gap analysis, Dynamic SWOT analysis,
Strategy to penetrate the US market
Results:
End User / Operator perception was recorded in detail. Successfully
delivered key success factors and benchmarked local competitors.
Conducted workshop to key strategists and decision makers
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Case Study 12: Quantifying Market Size and Potential Growth of Key
Technology Trends in Transportation
Client : Leading IT and technology service provider
Aim
• Quantify key technology trends in Transportation Infrastructure, Automated
Fare Collection, Information Management, payment, and value added
services
Objective of project:
• Main focus was the UK & Ireland Markets, specifically Road, Rail, and Bus
transportation, providing a brief narrative to support the metrics and identify
current suppliers/operators in each of the ten markets identified
Research Methodology
• A two stage approach was adopted, with F&S identifying an initial market
overview of over 30 trends, then focussing on and quantifying10 of the
markets deemed of most importance to the client at the second stage
• The project involved a number of secondary research methods, focussing
on F&S internal and external existing databases, F&S technical and market
insights, and validation with public sector statistics, trade press, websites,
and conference presentations
Results
• F&S delivered value added information which the client was not aware of,
and assisted in their investment decision making process by identifying
growth markets, and key players with which to compete, partner, or acquire
• Delivered a workshop with the companies’ key strategy decision makers to
provide further market insights to the areas researched as part of this study.
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Client : A government agency in Asia
Geographic Coverage: Malaysia, USA, UK, Australia, Singapore
Outcome & business impact:
Successfully provided strategic recommendations on the national level policies on standards in security and safety of cargo,
Code of conduct for rules and regulations and proposed a legal framework outlining responsibilities of respective regulatory
agencies
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail operators, infrastructure mangers and technology
providers)
Case Study 13: Strategic Assessment to Determine Standards for
Logistics Industry
The key objectives are summarised as:
• To understand standards and security measure adopted
and perspective of key logistics players in Malaysia
• To benchmark current status in Malaysia with selected
countries by identifying best practices and challenges
faced by logistics sector in respective country
• To develop a national level standard and framework for
Malaysia logistics and supply chain industry
Project Aim:
• To assess and benchmark the current standard/ regulation,
incorporating safety and security aspects of the logistics
and supply chain of different industries in Malaysia versus
selected countries
• To recommend on the improvement of the implementation
of rules and measures to ensure the standards of services,
security and safety of cargo movement in Malaysia
38. 37
Client : An infrastructure service provider for the Global freight market
Geographic Coverage: Global
Outcome & business impact:
• Identified the emerging trade lanes and new business opportunities that the client could tap into based on trade value,
volume, and growth.
• Provided strategies to target the business opportunities identified
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail operators, freight operators, fleet mangers, service
providers in the value chain, and technology providers)
Case Study 14: Global Trade Opportunity Analysis
The key objectives are summarised as:
• To analyse the global trade flow trends and assess the
regional trade flow volume and growth
• To detail out the trade lanes to identify the specific
opportunities in terms of commodity traded, mode of
transport and top cities of country trade pairs, emerging
trends that might impact the key trade lanes
Project Aim:
• To understand how global and regional trade flows are
currently evolving and how the client would be affected
based on the current strategy
• To obtain an In-depth understanding of the emerging trade
lanes, particularly those around Asia, evaluate the trade by
mode of transport and identify the opportunities that client
can tap into
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Client : A Singaporean government agency
Geographic Coverage: Indonesia
Outcome & business impact:
• Mapped out the value chain and current business model of fresh produce
• Identified the key trend in fresh produce logistics especially export of fresh produce
• Evaluated and assessed the infrastructure capability and provide strategic recommendation
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail operators, freight operators, fleet mangers, service
providers in the value chain, and technology providers)
Case Study 15: Logistics Study on Fresh Produce logistics
The key objectives are summarised as:
• To analyse the current market trends and economic
contribution of fresh produce
• To study the value chain and identify the gaps in the
current operating procedures
• Assessment of Infrastructure Capability and Logistics of
Fresh Produces
Project Aim:
• To study on the transportation of fresh produce, and
understand the key challenges involved in the supply
chain of fresh produce.
40. 39
Client: A Global Monorail Solution Provider
Geographic Coverage: Global
Outcome & business impact:
• Identified critical success factor monorail business in APAC and potential threats from tier-II monorail suppliers
• Evaluated customer satisfaction on monorail projects for Chongqing, Dubai, Kuala Lumpur, Mumbai, Riyadh and Sao Paulo
monorails to better understand the market requirement
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail operators, freight operators, fleet mangers, service
providers in the value chain, and technology providers)
Case Study 16: Competitive Benchmark of Global Rail System
Manufacturers
The key objectives are summarised as:
• Product coverage: urban transportation and Semi urban / Entertainment purposes
• To evaluate the benchmark companies’ organizational structure, facilities location, financial situation, critical success and
management factor
• Analyse emerging competition from Tier-II monorail suppliers
• Obtain feedback on the two monorail supplier’s previous projects implemented / or under implementation
Project Aim:
• To assist client to better position its value propositions against competitors by benchmarking against two global rail system
manufacturers
41. 40
Client: Economic Corridor Planning and Implementation Authority
Geographic Coverage: Malaysia, Thailand & Global Best Practices
Outcome & business impact:
• Evaluated potential demand from commodity traffic and business capability assessment for rail freight movement
• Detailed the requirement (operational, layout, processes, capital) for rail commodity traffic
• The findings were presented to the state government and agencies
Methodology:
Review of secondary information : internal, client and external
Detailed Interviews with key local and central government agencies, rail operators, freight operators, fleet mangers, service
providers in the value chain, and technology providers)
Case Study 17: Feasibility Study for A Cross Border Inland Clearance
Depot (ICD)
The key objectives are summarised as:
• Understand the ICD freight corridor in terms of rail transport connectivity, competitive analysis and traffic impact assessment
• Understand key elements of ICD in terms of business capability assessment, operational requirement and capital
infrastructure requirement
• Detail the concept layout, , representing services, manpower and facilities to be provided
Project Aim:
• To ascertain feasibility of constructing and operating the ICD, resource and investment needed, then design a concept
layout for the ICD
42. 41
A Wide Variety of Customers Access our Research and Avail our Consulting
Services in the Rail Domain
Research Subscription Clients Consulting Clients
Note: The above
companies are few our
subscription and
consulting clients
43. 42
Key Contacts
Sandeep Kar
Global Director- Commercial Vehicle and Rail
Research
Direct: 416.490.7796
Fax: 416.490.1533
Email: sandeep.kar@frost.com
Shyam Raman
Research Analyst, Rail
Direct: 416.495.2686
Fax: 416.490.1533
Email: shyam.raman@frost.com