The challenge
RS Components, the electrical components manufacturer, needed to establish if a viable business case existed for a new delivery pricing option to its design engineer customers in the UK, Denmark, France and Italy. The research needed to accurately gauge how delivery costs impact on design engineer purchase decisions when selecting between the complex range of features and attributes on offer in this market.

Our approach
RSM conducted a total of 1,207 telephone interviews, using web-based prompts to administer a conjoint section of the questionnaire. This approach provided robust sample sizes, and the conjoint method ensured that the research produced understanding of how purchase decisions are made given the numerous attributes that influence choice.

Real results
RSM confidently answered RS Components’ key research question using a robust analysis of how delivery price impacts on complex purchasing decisions. The findings provided a clear evaluation of the potential success of the proposed delivery option and detailed recommendations for implementation within each market.