Helping you to grow

The Challenge

A large multinational company was facing no growth for one of their major products. The reason for having no growth was not clear.

The challenge was to identify the barriers for growth and to develop a strategy for re-launching the product in the region.

Our solution

Together with a team on customer side, we applied our 10-step process. The data that we used was existing market research, completed with customer and sales data.

By following our process and performing data analysis, we collected deep market insights and developed with the customer team a buying process and segmentation model.

Based on a clear set of criteria, we identified the target segments that had sufficient potential and a correct attitude towards our product.

In close co-operation with the customer team and with input from our data analysis team, we developed a phased go-to-market strategy for re-launching the product towards a selected group of customer, with a clear positioning and set of messages.

The benefits

The product was successfully re-launched within the region, showing 30% growth on an annual basis. Not only the sales went into the right direction, the results also mobilised the team for further improvement and closer co-operation.

The Challenge

One of the largest consumer electronics companies was confronted with an increased spending in marketing communication with no visible impact on sales.

The challenge was to identify what type of marketing communication was effective and driving the business for the brand. The second question was where to invest (more) and where to find optimisations for marketing communication spending.

This project was performed in one of the G5 countries for one of the largest product ranges within the company.

Our solution

Together with the customer team, existing out of marketing, sales and the product leaders, we applied our 10-step process.

We performed a survey among recent buyers and with a focus on a number of major retail chains. Next to the survey, we used the sales data.

By following our process and performing data analysis, we collected deep market insights and developed with the customer team a buying process and segmentation model. A segmentation model that included influence by marketing mix elements, including retail store preference.

Based on the potential of the segments, their product requirements and the attitude towards the customers’ brand; we reviewed and prioritised the marketing mix investment portfolio.

We also identified the main barriers for not selection the customers’ brand. In close co-operation with the customer team and with input from our data analysis team, we developed a strategy and set of tactics to address these barriers.

In addition, we made recommendations to optimise the product portfolio by retail store.

The benefits

A clear strategy and action plan for marketing mix investments and the sales teams by the main retail stores.

Identified drivers and barriers to grow the brand.

The composition of an ideal product portfolio within the retail stores (and on the web).

Collective understanding of the current problems and a mobilised team to implement the defined action plan.

 

This is just one case out of a broad project portfolio. We are happy to discuss your specific challenges with you and to present the most relevant cases.

The Challenge

One of our customers, which is a regional subsidiary of one of the largest companies in their industry, was confronted with a slow-down of growth for one of their strategic products.

The challenge was to identify whether the sales strategy was correctly implemented or maybe that the sales strategy required adaption.

This project was performed in one of the major EMEA regions.

Our solution

Together with the customer team, existing out of marketing, sales, support groups and the product leaders, we applied our analysis process.

Based on recent market research, tracking studies and sales & customer data, we performed an in-depth analysis to identify whether we implemented the sales strategy and why we are more successful within a number of customers.

We identified a set of drivers to drive growth and sales and identified with the customer team the set of actions required to update the sales strategy.

In addition, we recommended actions to realise an optimised implementation of the customers’ sales strategy.

The benefits

A strong sales boost and growth numbers that where in line with expectations.

Regions and customer groups that were behind, evolved into the direction of the best performers.

This is just one case out of a broad project portfolio. We are happy to discuss your specific challenges with you and to present the most relevant cases.

The Challenge

A regional subsidiary of a large multi-national company was confronted with an important change in their external environment. In addition, there were also some major internal changes.

The challenge was to align the structure and operations of the Marketing and Sales department towards the changes in the external environment, without having a negative impact on the current customers and sales.

This project was performed in one of the major EMEA regions.

Our solution

Together with the customer team, we applied our analysis and design process.

Within this process, we first want to understand the external and internal changes, the new requirements for our organisation and the impact on the current organisation, its value proposition and the way of working. Listening to the voice of the customers is a key step within this first step.

A second step within the process is to design an updated value proposition, a new organisation with its roles and responsibilities and a new way of working. Key for success within this design is to realise a smooth as possible transition, to minimise risks, to have a solid foundation of the new design based on facts and numbers and to identify the required capabilities and developments. Next to the recommendation and motivation for the new organisation design and its way-of-working, we developed the transition plan for the organisation and its employees.

The benefits

An organisation structure that can deliver a value proposition that is expected by the changing external environment. And due to the ability to meet the external expectations, the company acquires a stronger competitive position.

A more efficient way-of-working and a more effective one due to the instalment of competence centres.

This is just one case out of a broad project portfolio. We are happy to discuss your specific challenges with you and to present the most relevant cases.