We transformed the go-to market approach for an outdoor goods manufacturer
Vision
An outdoor goods manufacturer had experienced negative growth and drastically needed to reverse the trend
Work
We identified drivers of the client’s below-market performance which led to a redesigned channel strategy and a new sales structure
EXPERT INTERVIEWS to discover industry trends
GOOGLE AND AMAZON ANALYTICS to compare retailer performance
DATA ANALYSIS to assess sales performance
SHELF-SPACE ANALYSIS to assess client product placement
CUSTOMER INTERCEPTS to discern purchasing preferences
STORE MANAGER DISCUSSIONS to index client product performance
RETAIL BUYER SURVEY to recognize perception of client, their sales force and product packaging
FINANCIAL MODELLING to provide conviction behind sales strategy
ORGANIZATIONAL DESIGN to resource the implementation of the new sales team
Results
We completely redesigned the sales team.
We forced alignment on an ambitious sales target.
We defined new roles and onboarded new talent to implement the plan.
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