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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