Research & Intelligence

For managers to be in a position to make informed decisions about their business it is imperative that they have in-depth knowledge of the communities they are serving. Having longstanding relationships with those communities and over twenty years of industry research experience we are uniquely placed to gather and analyse data more effectively and achieve more meaningful results.

Project Case study: Castrol Marine Lube Oil Purchasing Behaviour Study & Benchmarking initiative

The brief

A fact finding study and benchmarking initiative to achieve a comprehensive understanding of the decision process adopted and the reasons for the specification of marine lubricants for newbuilding projects and in operation. The objective, to better respond to demands by determining whether or not the decisions made are influenced in any way by shipyards, OEM’s or any other third party, and how much those decisions are influenced by factors such as price, availability or location.

The solution

To reach a satisfactory outcome it was necessary to obtain input from the shipowner/shipmanager community, predominantly senior operational and technical representatives from various ship type owner groups. Working in partnership with Wake Media, this was achieved through initial research and direct personal contact with a balanced cross-section of the industry, followed by a series of face-to-face meetings with Castrol clients and non-clients at which a series of drill-down questions were posed and openly responded to.