Case
Studies
Client
- Digital Cameras
A leading manufacturer of consumer digital
cameras.
Challenge
Build market share, profitably
Increase distribution
Maximize sell-through within key accounts
Solution
Made strategic and tactical recommendations based on: analysis
of research conducted on key retailer, e-commerce, and catalog
merchandising executives; collection of store data; study of channel
advertisements; results of tracking competitive developments within
the category; trends identified in the channel. Developed and
implemented effective sales and marketing strategies.
Results
More than doubled market share within 6 months.
Increased distribution of products.
Implemented several effective store-level programs.
Client - Desktop
Peripherals
A
category leader in desktop peripherals.
Challenge
Improve
overall channel strategy.
Suggest new promotions.
Provide information of the competitive landscape.
Improve account and product strategies.
Solution
Provided
"state of the industry" briefings as a knowledge base for strategic
planning. Prepared competitive terms and conditions analysis.
Reviewed and provided feedback on all aspects of the channel business.
Developed strategy for entry into the warehouse club category.
Results
Attained
number one position in the category.
Successfully entered the warehouse club category, which now accounts
for a very substantial portion of sales.
Client - Consumer
Electronics
A
major Asia-based consumer electronics vendor
Challenge
Launch
a new product line into new and unexplored segments of the North
American marketplace.
Solution
Targeted several key vertical markets where
the more complex offering represented a strong and much-needed
solution.
Worked with key market leaders and leveraged a variety of targeted
industry resellers, integrators, and etailers.
Results
The
company and product are well on their way to penetrating the North
American market.
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Client - Software
An existing computer peripheral vendor expanding
into the software category.
Challenge
Launch a new product line into the computer retail channel in
France, Germany, and the United Kingdom.
Solution
Leveraged our relationships with key retailers and distributors
in Europe to identify the strongest opportunities for the new
product.
Collected important feedback from the channel that was used in
developing the launch strategy.
Implemented launch plans requirements by setting meetings, preparing
presentations, and attending meetings on the client's behalf with
the target retailers and distributors.
Developed sales and marketing strategies and programs and managed
day to day launch activities.
Results
Product was successfully launched in leading retailers and distributors
in France, Germany, and the United Kingdom.
The company is now well positioned in the markets and achieved
effective sell-through in the channel.
Further expansion of the product into secondary targeted accounts
is underway.
Client
- Software Developer
A leading manufacturer of digital imaging and
corporate communications software.
Challenge
Maintain competitive edge by developing a strong strategic VAR
channel plan.
Solution
Provided a detailed analysis of competitors' VAR programs.
Developed strategy based on competitive environment.
Designed complete strategic plan that identified pricing and growth
rebate recommendations, including increased margin opportunities,
incentive and detailed funding for marketing programs.
Created partner recruitment strategy including key verticals and
targeted resellers.
Developed recruitment presentation and partner sales training
program to jump-start recruitment of targeted resellers.
Placed retail products with a major distributor.
Results
Received immediate increased sales with existing resellers during
project term.
Attracted
new sales-only resellers and value-add resellers with launch of
new VAR program.
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