Dealer Network analysis and financial analysis for a Construction Equipment OEM at Crisil

Dhruv worked on a market research engagement at Crisil for a large construction equipment OEM. The client needed a demand forecast and a structured view of gaps in their dealer and customer relationships.

His team conducted primary research, including interviews with dealers and industry stakeholders. Dhruv contributed to the questionnaire design and participated in the interviews, then organized the raw findings into structured conclusions. The output covered gaps in the OEM's dealer relationships, customer experience, and internal processes, and was presented directly to the client's senior management.

The demand forecasting component required building quarterly growth assumptions based on independent variables the team identified as demand drivers. When the team delivered the forecast, the client pushed back: the growth numbers were higher than the client expected, and they were concerned that accepting the forecast would raise internal targets.

Dhruv and the team held their position. They presented historical evidence showing that their past demand forecasting models had consistently tracked within a narrow deviation range. To find a workable middle ground, they made a modest downward adjustment while preserving the integrity of the underlying model. The client accepted the revised output and acted on several of the dealer relationship recommendations.