Aligning the positioning and value proposition of an experienced manufacturing company of the Italian design sector, explaining the company know-how and aligning its product catalog to the needs of a transforming market, going from mass-produced products to special project commissions.
Innovate starting from a deep understanding of how the company is seen from the inside and how its stakeholders see it from the outside, with the aim of making a new value proposition immediately operational and aligning the catalog with the desires and needs of the customers, involving the agent network and distribution right from the beginning.
Albed is an Italian company born and raised in Brianza. Through the years it has developed strong skills in the production of aluminum profiles and in designing aluminum and glass systems, producing elements for architecture such as doors and modular systems.
Our team supported the company in its repositioning, facilitating the definition of a new value proposition that would allow the organization to best express its potential in the transition from the b2c market to the b2b market.
A series of workshops made together with the different strategic figures of the company allowed us to explain how the different parts of the organization saw the company.
This was followed by a series of researches, external interviews and mystery client visits to the competitors, which allowed us to understand how the company is seen from the outside and to compare the different portraits with a competitive analysis.
The shared synthesis of this path has allowed the team to face their own values, choose on which ones redefining the company's proposal, align the know-how, better understand the company choices and share their positioning; in short, redesign a new value proposition together.
A new series of internal interviews dedicated to the technical field allowed us to support the company in a deep reinterpretation of its offer, highlighting how its twenty-year work in solving problems had created an unconscious catalog of solutions to all the design problems. This positioned the company as a potential leader of b2b proposals in the Contract market.
We mapped the range of catalog products, variants and complements, making explicit and available to everyone a knowledge that until that moment was fragmented in only some key operational figures of the organization.
The Albed Product System mapping has allowed not only to propose the product in a new way, closer to the needs of the market and of the customers, but also to make the work in the company more agile by activating a cycle of fundamental transformations:
• Develop a system of products interconnections
• Order the product data/information
• Start digitalizing the management
• Illustrate the brand and its potential according to the customer design needs in an effective and immediate way, both for the designers/sector operators and for the final customer.
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