Building a Moat Around Sarantel
In the fall of 2008, Sarantel, a manufacturer of high-performance miniature GPS antennas, needed to persuade handset manufacturers to pay a premium for its new product in a market where most components are perceived as commodities and selected largely on price.
The Hoffman Agency helped Sarantel strategize how to create an economic moat around the company by persuading manufacturers and operators that the payoff of investing in this premium component would yield returns that far exceeded its cost. |