Analyse du marché des glissières de sécurité: positionnement de GDTECH, adaptation de son offre de services en fonction des besoins du marché

Abstract

Today, the field of guardrails is governed by constantly evolving standards. In some cases, the standards require the various actors to use digital simulation, for example to certify a modification of a product. While GDTech is familiar with the requirements of the European standard, the national requirements are less known. The purpose of this work is to analyse the Belgian and French requirements, the actors of the sector, the competitors, in order to advise GDTech on the actions to be implemented. This work also proposes specifications for specific requirements, intended to facilitate the work of road managers. This analysis is carried out through qualitative market research. In Belgium and France, face-to-face and telephone interviews are conducted. They target road managers, restraint manufacturers and installers, general contractors. The purpose of these interviews is to measure GDTech's image, to make the company known, to identify the most promising segments of the market, and to position GDTech on each of them. On the basis of more than twenty interviews in Belgium and France, different segments and positioning prove to be interesting: first, the most promising product for the coming years seems to be the transition between two slides. The French market is currently working on the certification, by simulations, of these elements, and the Belgian market has recently adopted the same standard. Secondly, more and more studies are and will be outsourced to installers. If today they are not an interesting segment for GDTech, they can quickly become so. Indeed, the French and Belgian authorities, for lack of resources, are forced to outsource these studies. Finally, road managers are interested in GDTech's expertise in road safety, which must therefore position itself as a technical support that can provide solutions in various specific situations.