We have no preconceived models or cookie cutter solutions. Your issues are unique to you and your company’s culture. We believe your solutions should be unique as well.
Distribution Channel Effectiveness
Assignment Definition
A detailed review and evaluation of the company’s total distribution network and distribution systems leading to the identification of strengths, weaknesses and competitive opportunities to increase and/or improve distribution, market share, sales and profits.
Client Engagement
Retained to evaluate our client’s wholesale distributor channel and the impact of home DIY centers on their business. Because of the company’s previous approach to the retail channel, this work also required a complete review of their retail product line. The resulting analysis and recommendations led the company to completely revising their channel strategy.
Sales Force Productivity & Distributor Effectiveness
Assignment Definition
A complete and comprehensive analysis of the effectiveness and efficiency of a company’s field/inside sales operation. This audit reviews every aspect of the selling function, both corporate and field, to determine overall strengths and weaknesses and to identify opportunities to maximize the selling effort.
Client Engagement
Engaged to re-organize our client’s entire domestic sales force. The work included a detailed customer and sales mapping analysis, the development of sales rep deployment and performance guidelines, and a revised sales compensation program. Our recommendations were eventually rolled-out internationally.
Market Share & Penetration Strategies
Assignment Definition
As a result of a changing marketplace/competitive landscape, evaluate how to increase market share/penetration of existing business. Provide specific focus to the following: 1) distribution channels, 2) line extensions, 3) pricing programs, 4) promotional programs and 5) new or extended target audiences (markets).
Client Engagement
Retained to assess our client’s current retail concept and consult in regards to their corresponding marketing strategies and tactics. The work required extensive consumer and marketplace research, product line financial analyses and concept modeling. The effort resulted in better organizational coordination and consolidation of marketing efforts that positively impacted the organization’s ability to better read and respond to marketplace needs, as well as get product to market faster.
Customer Insights Tied To Revenue Generation
Assignment Definition (some objectives)
Determine overall perception of company (and/or product and/or product line) in terms of a variety of issues, including, but not limited to professionalism, service, quality, product knowledge, pricing, responsiveness, dependability, technical expertise, etc.
Determine key issues impacting the customer’s and prospect’s purchase decision and the relative importance of each issue.
If price is identified as a key purchase criterion, determine what, if anything could be offered to justify charging a higher price.
Identification of opportunities to increase frequency of purchase or usage among the current customer base.
Determine if it is efficient to pursue a greater share of business from an existing customer base or if it is more productive to seek new markets.
Determine what may be preventing higher penetration of a given market or distribution channel.
Client Engagement
Hired to determine the key benefits and strategies to launch a new line of whirlpools. Significant consumer research was conducted and then converted to new product development and product launch strategies. The effort resulted in a successful product launch and significant penetration of the whirlpool category.
Pricing & Margin Optimization
Assignment Definition
A detailed quantitative analysis of a company’s pricing and margin structure relative to its internal financial position and relative to competition. This analysis focuses on identifying financial strengths and weaknesses of the company’s product and/or service line and on identifying opportunities for strengthening margins.
Client Engagement
Engaged to conduct a detailed quantitative analysis of our client’s pricing and margin structure relative to its internal financial position and relative to competition. The analysis focused on identifying financial strengths and weaknesses of our client’s product line as well as identifying opportunities for strengthening margins.
Product Development & Product Launches
Assignment Definition
The creation of a new product/service internal development program for the company. A formalized procedural structure to assure new product/service ideas are formally reviewed and evaluated, and that selected ideas are formally and properly directed through the company for development and implementation at the appropriate levels.
Companies which historically have difficulty in the successful implementation of new product launches will usually benefit from the formalization of the entire new product/service review and development process. It is the process, and the adherence to the procedures, which leads to the proper execution of the new product launch.
Client Engagement
Engaged to develop a new brand to compete in a segment of the business which our client did not have a presence. Our work included developing the feasibility of the product introduction, working with R&D to produce the product and manufacturing to economically source the product. It was our responsibility to develop the positioning, packaging, naming, pricing and sales strategies for initial product introduction.