Buy Side

On the buyer side we specialise in conducting highly detailed studies, with a significant subjective element that capture the attitudes, lifestyle, behaviour patterns and perceptions of this audience. Pooling this information with objective data-points such as investment portfolio, spending behaviour, political affiliation, et cetera, wholesome insights can be drawn. In researching this demographic we employ multiple segmentation models, grounded in the individuals’ financial outlay, personal aspirations, philanthropic activity, et cetera. We have painstakingly nurtured these relationships over several years and continue to invest in maintaining an extensive partnership with them.

On the buy side, our services heavily derive from UHNWI/HNWI profiling and include those to your right.

A signature aspect of our offerings in this practice is the comprehensive proprietary database of UHNWI/HNWIs that has been populated (and is updated) using a superimposing technique, which collates information from a multitude of sources. Another distinct process that adds a new dimension to our practice in this space is UHNWI/HNWI Persona Development. Our team specialises in creating detailed profiles of individuals from among this audience which go beyond a basic biographical sketch and encapsulate highly relevant subjective information. This has served as a crucial tool for our clients to better understand this niche audience. The figure below represents a snapshot of such a persona.

Buy Side pic 2

 

 

Case Studies >>
  • Luxury buyers perception tracking research
    Case Study
    Sector | Consumer Products
    • Our client , one of the largest strategy consulting firm  in the world was interested in conducting an annual research on luxury buyers , to measure the buying behavior of luxury consumers across the globe.

    • Phronesis Partners conducted the study in association with two of the world’s largest associations of luxury brands.

    Approach

    The objectives of the research were to identify where the luxury market will grow(where and who) , what will it take for luxury brands to win customers(customer preferences and buying behavior) and which are luxury segments that will grow in the future.

    Research was conducted to comprehend where the luxury buyers will be located and how will the luxury spending increase over the next 12 months.

    Research was conducted to understand what defines luxury for the consumers , craftmanship, heritage , innovation , quality or any other thing.

    Other factors such as how do people decide on their favorite brands , do they prefer personal or experiential luxury and  where does most of the spending occur , is it inside or outside the country were also evaluated.

    Extensive study was conducted to identify the top luxury brands as per the HNWI’s and what qualities do they look for in a store when making purchases and what would qualify as an ideal store.

    Value/Results

    The research and information helped our client to gain  insightful information about market for luxury commodities along with consumer behavior and preferences prevailing in this market which in turn helped them plan their future market strategy accordingly.

  • Ownership of Jets – A study with the UHNWI’s
    Case Study
    Sector | Financial Services
    • A leading company in the private jet industry was launching a new service with a new structure of ownership and was interested to evaluate the market for the respective service. The objective of the research was to understand the views of UHNWI’s about the ownership of private jets and the expected usage and the need for private jets in the next 12 months.

    • In depth discussions were conducted with 60 UHNWI’s across the globe to explore their willingness to adopt fractional ownership.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    Research was conducted with the focus of  understanding the views of UHNWI’s on ownerships model of private jets and their expected usage of private jets along with their needs of private jets in the next 12 months.

    UHNWI’s views about their current usage of private jets and the likelihood of using it in future were also collected.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the usage and need for private jets. Study findings helped our client to understand that there is a huge untapped market for fractional ownership with a great potential to grow.

  • HNWI Investment Behaviour – International Private Equity Fund
    Case Study
    Sector | Financial Services
      • Our client needed to understand the attitude and behaviour of High Net Worth Individuals when investing in private equity funds across the US, Europe, Asia Pacific, Middle East and Latin American geographies.
    • US, UK, France, Germany, Canada, Hong Kong, Singapore, Australia, New Zealand, China, India, Brazil, South Korea, UAE, Middle East and Saudi Arabia.

    Approach

    • Assessed the behaviour and attitude of HNWIs having more than USD 1 million in investable assets for investing in private equity funds
    • Identified the weak points in investing PE funds from HNWIs’ perspective to provide suggestions for areas of improvement.
    • Analysed the proportion of PE funds considered by HNWIs in their portfolio construction and mapped it with other investment options to uncover the opportunities in PE investor market
    • Survey instrument was administered over the phone covering the US, Europe, Asia Pacific, Middle East and Latin American geographies
    • The focus area of the questionnaire was to understand the investment behaviour and reasons for diverting investments from PE funds to other sector products

    Value/Results

    The research carried out by Phronesis helped the client to:

    • Identify that expert opinion from a strong management team, is the main consideration for HNWIs before investing into PE funds.
    • Understand that investors are more likely to invest in those assets which provide trust and security on their investments rather being attracted towards the market share and brand.
    • Identify important key drivers for HNWI’s investment in banking sector such as strong, honest and visionary management team which can build the confidence of investors for safe and secure environment

    Moreover, the report presented to the client listed out the pain points for HNWIs in investing PE funds, areas of improvement and key factors that should be incorporated in the offerings for building the confidence in investment.

  • Luxury buyers perception tracking research
    Case Study
    Sector | Media & Entertainment
    • Our client , one of the largest strategy consulting firm  in the world was interested in conducting an annual research on luxury buyers , to measure the buying behavior of luxury consumers across the globe.

    • Phronesis Partners conducted the study in association with two of the world’s largest associations of luxury brands.

    Approach

    The objectives of the research were to identify where the luxury market will grow(where and who) , what will it take for luxury brands to win customers(customer preferences and buying behavior) and which are luxury segments that will grow in the future.

    Research was conducted to comprehend where the luxury buyers will be located and how will the luxury spending increase over the next 12 months.

    Research was conducted to understand what defines luxury for the consumers , craftmanship, heritage , innovation , quality or any other thing.

    Other factors such as how do people decide on their favorite brands , do they prefer personal or experiential luxury and  where does most of the spending occur , is it inside or outside the country were also evaluated.

    Extensive study was conducted to identify the top luxury brands as per the HNWI’s and what qualities do they look for in a store when making purchases and what would qualify as an ideal store.

    Value/Results

    The research and information helped our client to gain  insightful information about market for luxury commodities along with consumer behavior and preferences prevailing in this market which in turn helped them plan their future market strategy accordingly.

  • Case Study
    Sector |
    • demo content

    Approach

    demo

    Value/Results

    demo

  • Luxury buyers perception tracking research
    Case Study
    Sector | Tech & Telecom
    • Our client , one of the largest strategy consulting firm  in the world was interested in conducting an annual research on luxury buyers , to measure the buying behavior of luxury consumers across the globe.

    • Phronesis Partners conducted the study in association with two of the world’s largest associations of luxury brands.

    Approach

    The objectives of the research were to identify where the luxury market will grow(where and who) , what will it take for luxury brands to win customers(customer preferences and buying behavior) and which are luxury segments that will grow in the future.

    Research was conducted to comprehend where the luxury buyers will be located and how will the luxury spending increase over the next 12 months.

    Research was conducted to understand what defines luxury for the consumers , craftmanship, heritage , innovation , quality or any other thing.

    Other factors such as how do people decide on their favorite brands , do they prefer personal or experiential luxury and  where does most of the spending occur , is it inside or outside the country were also evaluated.

    Extensive study was conducted to identify the top luxury brands as per the HNWI’s and what qualities do they look for in a store when making purchases and what would qualify as an ideal store.

    Value/Results

    The research and information helped our client to gain  insightful information about market for luxury commodities along with consumer behavior and preferences prevailing in this market which in turn helped them plan their future market strategy accordingly.

  • Is Aircraft maintenance a viable business?
    Case Study
    Sector | Tech & Telecom
    • A renowned brand in the jet maintenance industry was exploring potential new markets for expansion.  Our client , a large strategy consulting firm was trying to understand the market for maintenance of private jets across China.

    • Phronesis Partners conducted research with business managers of UHNWI clients who own private jets.

    Approach

    What makes this research unique is the diversity in the management of jets. For some private jet owners , their jet is managed by their dedicated business managers whereas for some , it is managed by their organization’s logistics team.

    The challenge was to identify who specifically has the final say in terms of the management of jet. A multi-phased approach was used the Phronesis™ Research team wherein first the jet owners were contacted to identify specifically who is responsible for maintaining their jets.  According to the responses of the jet owners, the research was conducted with the concerned persons.

    Also, the willing to outsource the process of jet maintenance was evaluated.

    Value/Results

    The research and information helped our client to gain  insightful information about the jet usage behavior , awareness of jet management providers , experience of business managers in jet management and appealing attributes / decision drivers.

  • Ownership of Jets – A study with the UHNWI’s
    Case Study
    Sector | Transport & Logistics
    • A leading company in the private jet industry was launching a new service with a new structure of ownership and was interested to evaluate the market for the respective service. The objective of the research was to understand the views of UHNWI’s about the ownership of private jets and the expected usage and the need for private jets in the next 12 months.

    • In depth discussions were conducted with 60 UHNWI’s across the globe to explore their willingness to adopt fractional ownership.

    Approach

    A detailed discussion was held between Phronesis™ research team and client’s project team to understand the overall objective of study, key product lines for which information was required, profile of samples. Following to it the research team designed the detailed stud plan, methodology, sampling design, questionnaire and coverage plan for client’s approval

    Research was conducted with the focus of  understanding the views of UHNWI’s on ownerships model of private jets and their expected usage of private jets along with their needs of private jets in the next 12 months.

    UHNWI’s views about their current usage of private jets and the likelihood of using it in future were also collected.

    Value/Results

    The finding of the surveys helped our client to gain  insightful information about the usage and need for private jets. Study findings helped our client to understand that there is a huge untapped market for fractional ownership with a great potential to grow.

  • Luxury buyers perception tracking research
    Case Study
    Sector | Transport & Logistics
    • Our client , one of the largest strategy consulting firm  in the world was interested in conducting an annual research on luxury buyers , to measure the buying behavior of luxury consumers across the globe.

    • Phronesis Partners conducted the study in association with two of the world’s largest associations of luxury brands.

    Approach

    The objectives of the research were to identify where the luxury market will grow(where and who) , what will it take for luxury brands to win customers(customer preferences and buying behavior) and which are luxury segments that will grow in the future.

    Research was conducted to comprehend where the luxury buyers will be located and how will the luxury spending increase over the next 12 months.

    Research was conducted to understand what defines luxury for the consumers , craftmanship, heritage , innovation , quality or any other thing.

    Other factors such as how do people decide on their favorite brands , do they prefer personal or experiential luxury and  where does most of the spending occur , is it inside or outside the country were also evaluated.

    Extensive study was conducted to identify the top luxury brands as per the HNWI’s and what qualities do they look for in a store when making purchases and what would qualify as an ideal store.

    Value/Results

    The research and information helped our client to gain  insightful information about market for luxury commodities along with consumer behavior and preferences prevailing in this market which in turn helped them plan their future market strategy accordingly.

  • Is Aircraft maintenance a viable business?
    Case Study
    Sector | Transport & Logistics
    • A renowned brand in the jet maintenance industry was exploring potential new markets for expansion.  Our client , a large strategy consulting firm was trying to understand the market for maintenance of private jets across China.

    • Phronesis Partners conducted research with business managers of UHNWI clients who own private jets.

    Approach

    What makes this research unique is the diversity in the management of jets. For some private jet owners , their jet is managed by their dedicated business managers whereas for some , it is managed by their organization’s logistics team.

    The challenge was to identify who specifically has the final say in terms of the management of jet. A multi-phased approach was used the Phronesis™ Research team wherein first the jet owners were contacted to identify specifically who is responsible for maintaining their jets.  According to the responses of the jet owners, the research was conducted with the concerned persons.

    Also, the willing to outsource the process of jet maintenance was evaluated.

    Value/Results

    The research and information helped our client to gain  insightful information about the jet usage behavior , awareness of jet management providers , experience of business managers in jet management and appealing attributes / decision drivers.