Frost & Sullivan's Rail Capability Document. We offer various syndicated reports and consulting projects for the Transportation industry (eg. Rail, Infrastructure, Mobility, Value added services, Business Models & Strategy) Specialties: Market Intelligence, Competitive benchmarking, Scenario based forecasting, Statistical Analysis, Market entry assessment

1. Growth Partnership Services Brochure
2017 Rail Research Subscription Services

2. 1
Frost & Sullivan: Who We Are
A Leading Growth Consulting & Research Firm with 40+ Offices in 30 Countries and 1,800+ employees
40 Offices
Around
the World
10,000+
Clients
Worldwide
50 years of experience
3-tiered
Growth
System
Growth Team Methodology
Market
Engineering
Research
Methodology
Growth consulting,
best practice
training, market and
technology research
to help clients grow
their businesses
through exclusive
proprietary
methodologies.

3. 2
Our Industry Coverage
10 Industry Verticals Cover Over 10,000 Markets Globally and Annually
Aerospace &
Defense Infrastructure
Information &
Communication
Technologies
Consumer
Technologies
Healthcare
Environment &
Building
Technologies
Energy & Power
Systems
Automotive
Transportation &
Logistics
Chemicals,
Materials & Food
Electronics &
Security
Industrial Auto-
mation & Process
Control
Minerals &
Mining

4. 3
Our Automotive & Transportation Industry Coverage Includes
Personal and Freight Mobility
MOBILITYAUTOMOTIVE
RAIL & PUBLIC
TRANSPORT
INFRASTRUCTURE
LOGISTICS &
SUPPLY CHAIN
AUTOMOTIVE &
TRANSPORTATION
INDUSTRY
COVERAGE
• Passenger vehicle
• Commercial and Off-highway vehicle
research on areas such as:
− Connectivity
− Powertrain
− Chassis
− Safety & ADAS
− Electric Vehicles
− Aftermarket &
Distribution
− Vehicle Interior
Systems
• Rolling Stock
• Infrastructure
• Bus & BRT
• Vehicle Technology
• Maintenance
• Information technology in
Rail
• Communication systems
• User / Consumer research
• Intelligent Transport System (V2X, traffic mgmt., congestion
charging, tolling, parking, etc.) IT Integration
• Rail Road Marine Infrastructure
• Urban Logistics
• Intermodal
• New Business Models
• High Speed Logistics
• Courier, Express and Parcel
• 3PL & 4PL
• IT Logistics
• Urbanization
• Car Sharing
• Mobility Integrator
• New Mobility
• Inter-modality
• IT Mobility
• Urban Mobility &
a mix of relevant studies from
other areas

5. 4
Objective of Frost & Sullivan’s Rail Growth
Partnership Services
2020 Vision of the Rail Market
• Mega Trend Analysis, Global Economic Cycles and Production Forecasts,
Key Technologies and Markets- Rolling stock, Infrastructure, Services ,
Regulation Compliance, BRIC Outlook, Key Revenue Streams, Key
Performance Indicators
• Help identify and develop sustainable growth strategies for our client partners
• T.E.A.M Research to Offer Mission Critical Growth Strategy Development and
Execution Support
BRIC, Next 11 and
African Market
Growth
Opportunities
Global Rail
market
• Brazil, Russia, India
and China , Africa, Next
11 Countries
• Rolling stock Market
Overview, Rolling
stock sales Forecasts,
Market Penetration
Opportunities
• Regulatory
Environment, Drivers
and Restraints
Competitive
Environment, Unique
Nuances, Threat from
BRIC Companies
• Freight , Passenger,
Urban Rail,
• OEM Product
Strategies in North
America, Brazil,
Europe, Russia, India,
China, Korea and
Japan.
• Comparative Analysis,
Cost Reduction
Strategies, Growth
Opportunities, APM,
Monorail, CBTC, Light
rail, BRT

6. 5
Summary of Frost & Sullivan’s Rail Research Program
Comprehensive Strategic, and Actionable Research and Analysis Covering All Growth Opportunities in the
Rail Industry
GLOBAL
RAILMARKET
URBANIZATION
TRENDS
ROLLING
STOCK
SAFETY AND
TELEMATICS
LEGISLATIONS
• Global De-urbanization Trends
• PESTLE ANALYSIS
• Development of Mega Cities
• Effects on mobility
• Inter-modal Freight Movement
• Development of Public Transport Systems
• Emission- EPA, Euro, Global Harmonization
• Safety- ABS, Truck legislation that impact rail,
Advanced Safety
• Incentives and Credits
• Fuel Tax
• Hours of Service
• Global Regulatory Environment
• NA, EU, Asia, South America
• 2020 Vision of Rail Industry
• Global Rolling Stock and Infrastructure Market
• Global Platforms and Sourcing Strategies
• Next 11 and African Markets
• Growth Opportunities in a Flat World
• Coaches, Multiple units, Metros & light rail
vehicles, Locomotives , Electric trains , Freight
wagons. Includes chassis and powertrain
• Improving efficiency of Rolling Stock
• North American and EU Markets for Rail
Safety and Telematics Technologies, Market
and Technology Analysis and Forecasts,
Technology and Market Trends, Growth
Opportunities, Market Growth Enablers,
Revenue Opportunities, Advanced
Technologies and Applications
DATABASE
RAILWAY
INFRASTRUC-
TURE
PAYLOAD
MANAGEMENT
SERVICES
VOICE OF
CONSUMER
• Developments in railway infrastructure,
Signalling including interlocking systems,
wayside equipment, train detection, train
control systems, RM&D, Electrification
networks including overhead catenary
systems and power supply, Station
• Rail operators and Fleet Managers Desirability
and Willingness to Pay for Advanced
Technologies- Powertrain, Safety, Telematics,
Regulation Compliance Technologies,
Concept Product Demand Estimation,
Purchase Intentions, Recommendations
• End user passenger surveys
• Database and forecast for rolling stock, new
lines, extensions, and refurbishments for:
− High Speed Rail
− Mainlines/Inter-City
− Light Rail
− Underground/Metro
− Monorail and PRT
• Services to support smooth flow of passengers
& freight:
− Fare Calculation & Ticketing
− Travel Planning Systems
− Communication and Management of
delays / engineering works
• Services to support efficient railway operations
including:
− Vehicle maintenance
− Vehicle refurbishment and overhaul
− Component refurbishment
− Material solutions (such as logistics
services)
− Freight

7. 6
Growth Partnership Service Deliverables:
Published Information + Interactive Services
Market
Engineering
Studies
Market
Insights &
White
Papers
Decision
Support
Databases
360-Degree
Industry
Studies
Customer
Research
Studies
Movers &
Shakers
Interviews
Movers &
Shakers
Interviews
PUBLISHED
INFORMATION
INTERACTIVE SERVICES
Private
Briefings
Client
Councils
Analyst
Clarification
Support Work-
shops (addi-
tional in-
vestment)
Senior Analysts
will provide a
customized
insight into the
impact of
industry trends
on your
organization—
the opportunities
for, and threats
against, growth
You will have
the oppor-
tunity to
provide
frequent
direction to--
and feedback
on--our
coverage of
issues
Contact
our team
to clarify
issues in
the
published
information
Workshop format
enables us to
transform action-
able information
into decisions and
implementation
plans. Workshops
are not included in
the base GPS
subscription invest-
ment but are inde-
pendently proposed
based on custo-
mized scoping.
Pricing depends on
scope and goals of
the workshop.

8. 7
Global Rail Research Program:
2016 Deliverables Highlights
Interactive Rail Market
Focused Research
Expanding Portfolio of
Deliverables
Consumer Research
On-site strategic
workshops
• Strategic Analysis
Studies
• Best Practice Research
• Market Insights
• Movers & Shakers with
C-Level Auto Execs
• Analyst Briefings
• CEO and Board
Presentations
• Growth Consulting
• Focus on public
transportation
• Mobility integration
• Advanced information
technology platforms
• Strategic transportation
planning
• Transit performance
forecast
• Voice of Customer
Studies
• Willingness to pay for
advanced technologies
• Current usage,
awareness and
adoption plans
• Passenger / End user
surveys
• Key actionable
information on rail
industry
• Competitive landscape,
revenue and growth
opportunities
“Our industry-focused research, combined with extensive experience in all aspects of the commercial
vehicle industry, helps our clients find areas where they can grow despite the challenges of technology,
price, competition, and regulation.”
Strategic Industry Topics our studies will cover in year 2017
• 2017 Global Rail Outlook
• APAC Rail Outlook
• Emerging Technologies in Rail - Future of Rail 2030
• Top 40 Global Rail Suppliers
• Growth Outlook of Software services and Cloud
Computing applications in the Global Rail industry

9. 8
Onsite Rail Workshops: Technology Focus
Frost & Sullivan Rail Analyst (s) On-site for Private Briefings to Executive Management
TECHNOLOGY
AND MARKET
FOCUS
ROLLING STOCK POWERTRAIN
TECHNOLOGIES
Modern direct injection
technologies, Boosting,
Energy storage
technologies, Power control
technologies, Hybrid
powertrains, Power and
Control Electronics, Traction
Motors, Idle reduction
technologies
Hydraulic Hybrid
Technologies, Key Trends,
Forecasts, Roadmaps,
Supply Chain
INFRASTRUCTURE
TECHNOLOGIES
Infotainment for passengers,
e-ticketing Market and
Technology Analysis and
Forecasts, Technology and
Market Trends, Growth
Opportunities, Market Growth
Enablers, Revenue
Opportunities
INFORMATION
TECHNOLOGIES
North American and EU Markets
for Communication Based Train
Control, Signalling systems,
Positive Train Control in NA,
Catenary systems, Market and
Technology Analysis and
Forecasts, Technology and Market
Trends, Growth Opportunities,
Market Growth Enablers, Revenue
Opportunities
Railroad operator managers’ survey –
financing, asset management, Planning
processes, technology adoption, public private
partnerships rail legislation, geographic
expansion, modernising fleet and infrastructure,
rail urban transit user survey, Passenger
satisfaction survey

10. 9
Examples of Private Briefings:
Synthesis of Market Information into Customized Insights
DESCRIPTIVE PUBLISHED MARKET
INFORMATION (SAMPLE)
PRESCRIPTIVE PRIVATE BRIEFING
(SAMPLE)
Technology
Roadmaps
Customer
Attitudes and
Preferences
Impending
Future
Regulations
Competitor
Benchmarking
In which
technologies
should you be
investing?
What
opportunities
do these
represent?
How are others
planning for it?
Are there
ideas worth
considering?

11. 10
Voice of Customer Research:
Frost & Sullivan’s rail research is capable of delivering results and analysis from surveys that are non generic,
non repetitive and highly detailed. A holistic bottom up approach builds towards providing excellence
83%
83%
72%
72%
72%
57%
55%
44%
39%
13%
9%
7%
7%
7%
15%
13%
26%
30%
6%
15%
13%
10%
17%
24%
17%
17%
7%
7%
9%
7% 7%
Network Internet Protocol (IP) Video Surveillance Cameras
Analog Video Surveillance Cameras
DVR (Digital Video Recorder)
NVR (Network Video Recorder)
Video Surveillance Monitors
Open Video Management Software
Video Analytics Software
Proprietary Video Management Software
Encoders/Video Servers
Aware and Currently Using Aware and Likely to Adopt within a Year Aware, but No Plans to Adopt within a Year
Heard About, but Little Understanding Never Heard of
Key Take Away: Network IP video surveillance cameras and analog video surveillance cameras are most widely used,
with a penetration of over eighty percent for each. Encoders/video servers and proprietary video management software
show the highest short-term potential, with over one-quarter planning to adopt within a year.
Note: Proportions less than five percent not shown numerically in chart
Q2. Please indicate your awareness, usage status, or adoption intent for the following video surveillance technologies.
CURRENT USAGE, AWARENESS, AND ADOPTION PLANS BY TYPES OF VIDEO SURVEILLANCE TECHNOLOGIES BASE
TOTAL SAMPLE, N=46

12. 11
MEGA TRENDS ANALYSIS
STRATEGY COMPARISON
Service Innovation:
Helping Clients Deal With Uncertainty
COMPETITIVE BENCHMARKING
OPPORTUNITY ANALYSIS
OE BENCHMARKING

13. 12
Analyst Hours Are Flexible:
Multiple Analyst Access Methods; Customizable Deliverable Options
1-2
10-30
40-70
100-120
150+
HOURS
IMPACT ON ORGANIZATION
Strategic
market studies
Focused
end-user survey
and analysis
5-10 company
interviews and
short report
Short study,
Secondary
resources
30 minute
phone call with
sector expert

14. 13
Key Rail Research Studies Constituting
Growth Partnership Service- 2016

15. 14
Global Rail and Public Transport Program
Planned Research (2018 and 2017)
YEAR PLANNED RESEARCH TITLE
REGIONAL
SCOPE
PRODUCTION
TARGET
STATUS
2018 Strategic Analysis of the African Rail Market Africa Q1
Not
Started
2018 2018 Global Rail Outlook Global Q2
Not
Started
2018 APAC Rail Outlook APAC Q2
Not
Started
2018 Emerging Technologies in Rail - Future of Rail 2030 Global Q3
Not
Started
2018 Top 40 Global Rail Suppliers Global Q4
Not
Started
2017 Global Bus Rapid Transit System (BRT) Database 2016 Global Q4 Published
2017 Global Urban Rail Vehicle Database 2016 Global Q3 Published
2017 Global Rail Outlook Study 2016 Global Q3 Published
2017 Strategic Analysis of the Indian Rail Market India Q2 Published
2017
Opportunity Analysis for Rail Operators: Growth and
Evolution to Newer Businesses
Global Q1 Published

16. 15
Global Rail and Public Transport Program Existing Research
YEAR STUDY CODE EXISTING RESEARCH TITLE REGIONAL SCOPE
2016 NEA9-13 Opportunity Analysis for Rail Operators: Growth and Evolution to Newer Businesses Global
2015 NEDB-13 Strategic Analysis of the US Automated Fare Collection Market in Rail and Urban Transit Systems US
2015 NE22-13 Strategic Outlook of Implication of Shale Gas Energy on Global Rail Industry NA
2015 NE7F-13 Analysis of Seamless Intermodal transfers freight Global
2015 NEAA-13 Remote Diagnostics and Prognostics of Rolling stock and or Infrastructure Global
2014 M8F3-13
Opportunity Analysis of Eastern European Rail Market - 360 Review of Rolling Stock, Infrastructure &
Signalling
Eastern Europe
2014 ND6B-13 Rail Outlook 2014 Global
2014 NB76-13
360 Degree Overview of the Latin American Rail Freight Transport Market and Prospects for Freight
Locomotives Market - Argentina, Brazil, Chile, Colombia, Mexico and Peru
Latin America
2014 M9BD-13 360 Degree Analysis of the Turkish Rail Market - Trends, Infrastructure & Rolling Stocks Turkey
2014 M9BA-13 Strategic Analysis of Implications of Big Data on Urban Mass Transportation Systems Global
2014 ND49-13 Strategic Analysis of Global Passenger Rail Volumes Europe
2013 M77E-18 Strategic Analysis of Growth Opportunities in European Urban Rail Rolling Stock Systems Europe
2013 M92D-13 Strategic Analysis Of Communication Based Train Control Systems in Europe Europe
2013 M663-18 Strategic Analysis of the European and North American Rail Infotainment Market NA
2013 M957-13 Rail Outlook Study 2013-2022 Global
2013 P76A-13 Strategic Analysis of Chinese Rail Rolling Stock Market China
2013 M9A6-13 Strategic Analysis of European Rail Market for E-ticketing Solutions Europe
2013 NC3D-13 Strategic Analysis of North American Light Rail Transit Market NA
2012 M77D-18 Strategic Insight on Global Rail Market Global

17. 16
Global Rail and Public Transport Program Existing Research
YEAR
STUDY
CODE
EXISTING RESEARCH TITLE
REGIONAL
SCOPE
2012 NA5E-18 Strategic Analysis of the Global Market for Bus Rapid Transit Systems (BRT) Global
2012 M8BF-18
Future of Mobility - New Business Models, Opportunities, and Market Entrants in Mobility
Integration
Europe
2013 M663-18 Strategic Analysis of the European And North American Rail Infotainment Market Europe + NA
2013 P712-13 Transportation Modal Shift in India and Impact on Rail Logistics INDIA
2012 9832-13 Strategic Analysis of Passenger Safety for Urban Rail in Malaysia APAC
2012 M77D-18 Strategic Insight on Global Rail Market Global
2011 M4DD-18 Strategic Analysis of the Global High Speed Rail Market Global
2011 M64A-18
North American Locomotive Market: A strategic Analysis of Powertrain Technologies and
Auxiliary Systems Considered by OEMs for EPA Emission Compliance
North America
2011 M6DB-18
Strategic Analysis of Alternative Powertrain Technologies in the European Diesel Locomotive
and Railcar Market
Europe
2011 9823-13 Strategic Insight on the GCC Rail Sector ME
2011 N92D-18
An Executive Analysis on Passenger Rolling Stock Market in the United States: A Demand
Analysis for Passenger Rolling Stock and Seating Systems
USA
2011 P712-13 Green Technologies and Developments in Rail Transportation APAC
2010 M649-18
European Rail Catenary Systems – Executive Analysis of Copper Requirement for
Electrification across Strategic European Markets
Europe

18. 17
Global Rail and Public Transport Program Existing Research
YEAR
STUDY
CODE
EXISTING RESEARCH TITLE
REGIONAL
SCOPE
2009 M3F5-18 Strategic Analysis of the European Rail Electrification Market Europe
2009 M555-18 Strategic Analysis of the European Rail Signalling Systems Market Europe
2009 M1B3-18
Strategic Analysis of the European Light Rail and Underground Market - Part 2: Market
Engineering Measurements
Europe
2009 P2A3-18 Strategic Analysis of the Growth Opportunities in the Indian Rail Industry India
2009 M363-18
Strategic Opportunity Analysis of the Russian Rail Market: Implication for the Global Supply
Chain
Russia
2008 P211-13 Asia Pacific Rail Market 2008 - An Overview APAC
2008 M3F5-18 Executive Summary of the Rail Stress Testing Market for France, Germany and the UK Europe
2007 M1B2-18
Strategic Analysis of the European Light Rail & Underground Market - Part 3: Competitive
Environment Analysis
Europe
2007 M1B6-18
Strategic Analysis of the European Light Rail and Underground Market - Part 1: Market
Overview
Europe
2005 M06F-18 Strategic Analysis of the European Rail Intelligent Transportation Systems Markets Europe

19. 18
List Of Custom Projects and Case Studies

20. 19
CLIENT PROJECT TITLE SEGMENT
National US Passenger
Rail Operator
Assessing the national economic impact of congestions in the rail freight hub in
Chicago
Passenger &
Freight Rail
UK National
Infrastructure Manager
Quantifying the Rail Network Infrastructure and Rolling Stock Certification Market in
UK & Europe
Rail infrastructure
& Rolling stock
Global Ticketing
Solutions Provider
Strategic Analysis of Global Passenger Volumes Passenger Rail
Global Electronics Giant
Opportunity Analysis and Assessment of Automated Fare Collection for Public Transit
Systems in North America
Fare Collection
Leading Freight Operator Assessment of a high-speed train solution for freight transportation in Europe
High Speed Rail /
Freight
Leading Locomotive
Manufacturer
Competitive Intelligence: Profile of Competitor for Leading Locomotive Manufacturer Locomotives
Major Global Rail
Maintenance Provider
Opportunity Analysis Of The Chinese Traction Motor Maintenance Market –
Identification Of Opportunities
Traction Motors
Major Global Rail System
Supplier
Analysis of the East European & CIS Market for Rail and
Rail Equipment – Identification of Opportunities
Rail Equipment
Asian Rail System
Supplier
Develop a Detailed Competitive Benchmark of Three Global Rail System
Manufacturers
Rail Systems
Asian Rail System
Supplier
Analysis of the Eastern European Market for Railway Systems – Market Opportunities Rail Systems
Leading Freight Operator
Market demand assessment of a high-speed train network to transport freight within
Western Europe
High Speed Rail /
Freight
List Of Custom Projects Completed In The Rail Sector 1/2

21. 20
List Of Custom Projects Completed In The Rail Sector 2/2
CLIENT PROJECT TITLE SEGMENT
A government agency in
Asia
Strategic Assessment to Determine Standards for Logistics Industry Logistics
Global infrastructure
provider
Global Trade Opportunity Analysis
Business Strategy
/ Trade /
Commerce
A Singaporean government
agency
Logistics Study on Fresh Produce logistics Logistics
Global Monorail Solution
Provider
Competitive Benchmark of Global Rail System Manufacturers Monorail
Economic Corridor
Planning and
Implementation Authority
Feasibility Study for A Cross Border Inland Clearance Depot (ICD)
Business
Strategy/Trade/
Commerce
Department of
Transportation (DoT),
South Africa
Improve Competitiveness of South Africa’s Transport Industry Transportation
Leading international
defence and security
company
Development of a market entry strategy and identification of industry partners for a
new rail stress testing product
Rail Equipment
Leading European Seating
Systems Provider
Railway Passenger Seating Solutions: Market Opportunities Assessment Seating Systems
World leader in IT service
provider
Quantifying Market Size and Potential Growth of Key Technology Trends in
Transportation
Rail Systems

22. 21
OUTCOME & BUSINESS IMPACT:
• Frost & Sullivan delivered a dashboard tool that dynamically calculates and creates charts based on the country selected.
• A scenario-based analysis shows forecasts and potential revenue by segment, split by type of project (e.g., Electrification,
High Speed Rail), type of vehicle (e.g., diesel locomotive), type of service (e.g., passenger, freight)
• The client uses our deliverable as a decision-making tool and model to continually monitor future potential growth opportunities
Case Study 1: Quantifying the Rail Network Infrastructure
and Rolling Stock Certification Market in UK & Europe
“Thank you very much for these final
deliverables, I have been very pleased with the
product and your approach to achieving them.
And please be assured, we are already using
the tool! I am sure there will be opportunities to
do more business with you in the future.”
– Managing Director
EXHIBIT OF THE DELIVERABLE
CLIENT TESTIMONIAL
CLIENT
Our client is the certification wing of the national rail infrastructure manager
in the United Kingdom. Through highly skilled and experienced team, they
provide expert conformity assessment services to the rail industry
GEOGRAPHIC COVERAGE
United Kingdom and Rest of Europe
PROJECT AIM
Our client needed to quantify the rail certification market potential in volume
and value In the United Kingdom and the rest of Europe.
THE KEY OBJECTIVES ARE SUMMARISED AS
• Quantify certification market revenues by segment:
o Rail Infrastructure: ERTMS, High Speed, Major Enhancements, Electrification
o Rolling Stock: ERTMS, new vehicles, refurbishment and major repair, diesel,
electric, multiple units, plant machinery
• Assessment of growth prospect up to 2020 by segment
METHODOLOGY
• Evaluate the market size through secondary and primary research
• Built a database of all existing rolling stock vehicles, infrastructure projects and
funding objectives of each country.
• Built a statistical model that allows for simulations and also forecasts the rail
certification market up to 2020 by each segment

23. 22
Case Study 2: Assessment of a high-speed train solution
for freight transportation in Europe
OUTCOME AND BUSINESS IMPACT
• Frost & Sullivan delivered a scenario-based analysis showing potential revenue by itinerary, split by type of client (eg.
express shippers, freight forwarders), type of vehicle (eg. truck, aircraft), type of service (eg. express) and the optimal
price grid. We also delivered a forecasted analysis to 2017.
• Following our recommendation, our client used our analysis as a decision-making tool and decided to run a real-life test
on the strongest itinerary that we had recommended.Our client also uses our model to continually monitor the future
potential of itineraries
• Our client is a top 5 player in the intra-European freight
transportation and logistics market, active in all modes
of transportation and also holds a strong position in the
express market.
• Identify itineraries where a high-speed cargo train
would provide a viable alternative to existing
transportation modes
• Estimate potential in volume and value on selected
itineraries over a 5-year period
• Define all parameters of a potential launch offer
THE CLIENT PROJECT OBJECTIVES
• Our client needed to quantify the market potential in
volume and value of a high-speed cargo train between
major European hubs. The potential investment
considered by our client to launch this project was
around €500m
THE CHALLENGE
OUR APPROACH AND WORK
1. Evaluate the size of air and road freight
transportation markets on itineraries in initial
scope (~80)
2. Compare attraction of potential clients for
selected itineraries and estimate volumes
gathered by a high-speed cargo train
3. Forecast transferred volumes and revenues on
strongest itineraries
EXHIBIT: TYPOLOGY OF CLIENTS FOR A SPECIFIC SCENARIO

24. 23
Case Study 3: Competitive Intelligence: Profile of Competitor
for Leading Locomotive Manufacturer
Examples
CLIENT AIM OF THE PROJECT
Leading Locomotive
Manufacturer
• To assess strengths, weaknesses and
strategies of primary competitor of the
client
THE KEY OBJECTIVES ARE SUMMARISED AS
1. Develop a detailed competitor profile of Competitor and its products in Brazil
2. Explore strategic issues in terms of supply chain, marketing and operations
and customers in the Region
3. Determine market size and growth expectations for the product in the region.
METHODOLOGY
• Review of secondary information : internal, client and external
• Detailed Interviews with key market players (system manufacturers, local
government, rail operators)
DELIVERABLES
• Market forecast up to year 2017, Gap analysis, competitors strategic roadmap.
Fleet operator perception of locomotive OEMS, Dynamic SWOT analysis,
Strategy to strengthen client’s market position
RESULTS
• End User / Operator perception was recorded in detail. Successfully delivered
competitor’s sstrategic objectives in Brazilian rail market. Identified key targets
to leverage existing market position and maximise growth.
Develop Strategic Recommendations on how client should respond to
this competitive position and specifically relating to the locomotive
market conditions in Brazil
OEM
OE
M
OE
M
OEM
OEM
OEM
OEM

25. 24
Case Study 4: Opportunity Analysis Of The Chinese Traction
Motor Maintenance Market – Identification Of Opportunities
Examples
CLIENT AIM OF THE PROJECT
Major Global Rail Maintenance
Provider
• To identify and understand the competitive
landscape of the rail rolling stock traction
motor service market in China
THE KEY OBJECTIVES ARE SUMMARISED AS
• Map local train operators and define their rolling stock
• Assess the rail rolling stock servicing structure and patterns across the vehicle
life cycle – esp. traction motor maintenance
• Estimate rolling stock servicing market size and forecast – in-house vs
outsourced. Identify the assessment criteria & procedure followed for (sub-)
contracting traction motor service and maintenance.
• Rail operator & servicing providers profiles – Structure, activities & process,
and benchmark
METHODOLOGY
• Review of secondary information : internal, client and external
• Detailed Interviews with key local and central government agencies, rail
operators, maintenance mangers, depot managers, and technology providers)
DELIVERABLES
• Market forecast up to year 2021, Competitive analysis of rolling stock
providers in China, Rolling stock maintenance market, Value chain mapping,
Strategies and mapping of opportunities, Dynamic SWOT analysis,
RESULTS
• Successfully delivered the criteria and structure for outsourcing/sub
contracting traction motor servicing across all rail segments. Entry
opportunities were identified and best strategy to interact with market identified

26. 25
Case Study 5: Enabling key rail operators’ strategies through
profitable technology leverage – White Paper
ExamplesDEVELOPMENT OF A WHITE PAPER STUDY FOR
SIEMENS, EVALUATING THE FOLLOWING ISSUES -
• Challenges and Opportunities in the Rail Operator
Market
• Helping a Rail Operator to Improve Punctuality and
Reliability
• Helping a Rail Operator to Improve Front-line
Customer Care
• Helping a Metro/Tram Operator to Reduce
Maintenance Costs
• Helping a Perfect Operator Build a Key Account
Management Structure
• Assisting a Rail Operator to Improve Its Bottom-line
Through Communications Integration
• Increase the Effectiveness of a Rail Operator’ Nervous
System

27. 26
Case Study 6: Analysis of the Eastern European Market for
Railway Systems – Market Opportunities
CLIENT
Asian Rail System Supplier
OBJECTIVES
• To identify opportunities in the Eastern European Rail Market in
order to expand global sales in Transportation and supporting
equipment
RESEARCH AND OUTPUT
• Total market for Rail Systems in Eastern Europe including:
• Industry structure; drivers restraints and challenges; sources of
funds and attractiveness of foreign funds
• Geographical Analysis of the Rail systems Market, including
• Market size and revenue forecasts, trends analysis; market
share analysis
RESULT
Helped to
• Assess the competitive environment in these markets for better
product and brand positioning
• Understand the method and scope of procurements to adapt
Toshiba’s marketing strategy to market standards, expectations
and requirements.

28. 27
Case Study 7: Improve Competitiveness of South Africa’s
Transport Industry
CLIENT
Department of Transportation (DoT), South Africa
AIM AND OBJECTIVES
• Identify measures to improve competitiveness of South African
Road, Rail and Air transportation systems in both passenger as
well as freight movement.
• Benchmark against best practices in other developing nations
PROJECT METHODOLOGY
• Conducted 10-week research on the SA Transportation industry
as well as suitable benchmark countries
• Identified KPIs and elements for dashboard to monitor
competitiveness
• Identified best practices and implementation plans to improve
competitiveness
• Designed 2-day workshop involving Private and Public sector
Industry bodies, as well as DoT executives
RESULT
• Identified critical areas of inefficiencies and bottlenecks affecting
competitiveness
• Developed and prioritised strategies for improving quality and
competitiveness of service to be further researched before
implementation

29. 28
RESEARCH SUBSCRIPTION CLIENTS CONSULTING CLIENTS
Note: The above companies are few our subscription and consulting clients
A Wide Variety of Customers Access our Research and Avail
our Consulting Services in the Rail Domain

30. 29
Franck Leveque
Franck Leveque
Partner &
Business Unit
Leader
Automotive &
Transportation
Frost & Sullivan
Germany
Frankfurt am
Main
Functional
Expertise
• Over 15 years of consulting experience, especially automotive market research and market
strategy development. Specific expertise in:
– Qualitative and quantitative market analysis – B2B & B2C
– Market modelling & forecasting
– Benchmarking & positioning
– Diversification and new market entry
– Innovation and product development
– Business & market strategy
– Business plan development
Industry
Expertise
• Experience base covers a wide range of industry sectors, forming long standing relationships
with senior executives in the
• Automotive & Transportation: Telematics (PV & CV), Powertrain (incl. EV) and involvement in
Chassis, Safety, Driver Assistance, Aftermarket, Mobility (Rail & Urban Transport)
• Industrial Automation & Electronics: Automation Solutions (PLC, DCS, MES), Welding,
Pneumatics, Motors & Drives, Security.
What I
bring to
the Team
• Market & Business Consulting Delivery – Common sense & business acumen
• Consulting Project Management – Experience in complex international projects
• Strategy & Business Planning – Fact based high impact recommendations
• Team Management & Leadership – Structured and directive
• Consultative Business Development – Client objective orientated
Career
Highlights
• Instrumental in the development of Frost & Sullivan Automotive practice in Europe
• Key member of the strategic global growth consulting team
Education
• Languages: English, French,
• Bachelor Degree (Hon) – Oxford (UK)

31. 30
Shyam Raman
Shyam Raman
Program
Manager
Frost & Sullivan
Chennai, India
Functional
Expertise
• Research Analyst in the Automotive & Transportation Team – Rail and Logistics
• Multi modal transportation experience
• Proficient in programming, data analytics and statistical analysis
Industry
Expertise and
key projects
• Analyst focusing on a broad range of sectors in the Automotive & Transportation domain
• Successfully delivered Projects in following markets:
• European & American Rail OEMs , Rail infrastructure providers (track, electrification, signaling)
Locomotive and Traction Technologies, Chinese rolling stock maintenance & servicing market,
Urban rail rolling stock and signaling, CBTC, Latin American freight locomotive market, Strategic
mapping of global passenger volumes to various ticketing sales channels, identifying growth of e-
ticketing platforms in Europe and North America
• Strategic Analysis of the Chinese Rolling Stock Servicing and Maintenance Market:
• Assessment of traction motors maintenance market in China for a global turbo services giant-
Mapped entire value chain, supplied estimated market volume by traction motor model, and
identified part suppliers, strategy to enter market, key participants to partner with and expansion
plan until 2020.
Competitive
profiling
of a
locomotive
OEM in Brazil
• Gap analysis between client and competitor, identified competitor’s strategy to increase market
share, identified high growth segments and fleet operators with highest replacement potential,
conducted consumer research for voice of the customer, mapped local suppliers by strategic
value.
What I bring to
the Team
• Market Entry Strategies, Forecasting, Competitive Intelligence and Benchmarking, Business
Case Evaluation, Market Sizing, Value Chain Ecosystems, Concept Evaluation, Business
Development, Strategy Consulting
Education • Bachelors in Engineering (Mechanical Engineering) from Anna University, (Chennai, India)
Strategic
Analysis of
global
passenger
volumes and
mapping of
ticketing sales
channels
• Extremely large dataset of passenger volumes and other metrics built bottom up. Parametric
modeling and forecasting applied to identify shares of ticket sales channel.

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Krishna Achuthan
Krishna
Achuthan
Senior Research
Analyst
Frost & Sullivan
Chennai, India
Functional
Expertise
• Senior Research Analyst in the Automotive & Transportation Team – Mobility
• Multi modal transportation experience
Industry
Expertise
• 2 + years experience in working as an Analyst in the Transportation industry (Mobility and Rail)
• Experience in negotiation, objection handling and maintaining long standing relationships with
high profile clients in the following sectors:
− Automotive and Transportation Market
− Luxury car segment market – India
• Successfully delivered Projects in following markets:
− European and North American P2P Carsharing
− Global Car-sharing Market;
− Railway Business Strategies;
− Truck Platooning.
What I
bring to
the Team
• Extensive knowledge in Railways and Mobility Market
• Expertise in Cost / price negotiation
• Technical knowledge in various clusters of Automotive, Mechanical and Transportation sectors.
• Good analytical and problem solving skills.
Career
Highlights
• Before Frost & Sullivan, worked as a Sales Consultant for Mercedes Benz – Transcar India pvt.
Ltd: dealer for Mercedes Benz Passenger vehicles..
Education
• Masters in Automotive Engineering, University of Brighton, United Kingdom.
• Bachelors in Mechanical Engineering from Anna University, Chennai.

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Key Contacts
Krishna Achuthan
Senior Research Analyst – Rail
Direct : +91 44 6681 4463
Email : KrishnaA@frost.com
www.frost.com
Shyam Raman
Program Manager - Rail
Direct : +91 44 6681 4449
Email : shyam.raman@frost.com
www.frost.com