Client Brief
A leading provider of roofing, wall cladding, decking, purlins, and PEB solutions partnered with Infogence to conduct a roofing Market Mapping and develop a Channel Expansion Strategy for its Lysaght Solution Centre (LSC) network across India. The objective was to identify high-potential markets, evaluate channel opportunities, and establish a scalable partner network.
Market Overview
The India roofing and cladding market is growing rapidly, driven by industrial infrastructure, warehouses, logistics parks, manufacturing, and commercial construction. Increasing adoption of PEB (Pre-Engineered Buildings) and modern roofing solutions is creating strong opportunities across industrial clusters and emerging cities.
Key Questions Addressed
To support the client’s expansion strategy, Infogence addressed the following key questions:
- Market Potential: Which states, cities, and industrial clusters offer the highest growth opportunities?
- Industry Demand: Which end-use sectors are driving demand for roofing, cladding, and PEB solutions?
- Channel Expansion: How many LSC partners are required across priority markets?
- Partner Selection: What should be the eligibility criteria for identifying and appointing LSC partners?
- Engagement Model: How should the client monitor, train, and retain channel partners for long-term growth?
- Growth Strategy: What is the optimal roadmap for sustainable network expansion across India?
Research Methodology
Infogence conducted a comprehensive market intelligence study combining 70% secondary research and 30% primary research across the roofing and cladding value chain. The study covered 14+ states, 30+ industrial clusters, 20+ end-use industries, and included 200+ stakeholder interviews with contractors, consultants, architects, channel partners, industry experts, and end users. This enabled a robust Market Mapping and Channel Expansion Strategy for the LSC network.
Strategic Recommendations
Based on the findings, Infogence recommended a LSC expansion strategy focused on high-growth industrial clusters and emerging construction markets. The roadmap included market prioritization, partner selection criteria, operating SOPs, performance monitoring mechanisms, and a long-term partner engagement and retention framework to ensure scalable and sustainable growth.
Conclusion
Through detailed Market Mapping and channel analysis, Infogence enabled the client to identify high-potential markets, prioritize expansion locations, establish a structured LSC appointment process, and build a sustainable partner engagement model. The study provided a clear blueprint for scaling the roofing and cladding solutions business across India through a data-driven and long-term Channel Expansion Strategy.
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