1 Case Study – Security Fixtures Customer and Distributor Research in Six Asia-Pacific Countries The challenge A leading global manufacturer in the hardware and home improvement industry planned to introduce a new security fixture product in the Asia-Pacific. It sought to understand both customer and channel attitudes and behaviours, so as to develop the optimal engagement strategy for both groups. The objective of the study was to analyze six markets in the region to produce a comprehensive regional market entry strategy for our client. The process Spire conducted secondary research on macro-environmental conditions and industry trends pertaining to the security fixtures market in the relevant countries. In-depth interviews with end-customers and national/regional distri

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