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Success stories

Minerals, dinosaurs, mall, geologist, and fool's gold

Wholesale Distributor - Confidential

New expansion strategy creates 18% growth in just 8 months.

Flat sales number needed to be addressed; a wholesale distributor of “retail-ready” educational and fun science related products focused on the world of geological discovery, had endured years of flat sales, and was in search of solutions to grow revenues. The distribution/sales model consisted of multi-line reps selling to smaller specialty retailers — gift, museum, and discovery-toy stores.

The executive team was in search of a fresh perspective to expand market footprint — and sales.

Actions:

Delivered reALIGN Growth Evaluation outlining multiple expansion opportunities to double sales in 4 years, including:

  • New channels that targeted larger retail key accounts;
  • New product categories and new SKUs that would increase revenues with higher-priced, on-brand, related products, and
  • Develop a comprehensive e-commerce solution that would expand market footprint outside of the small retail and specialty-store space, and require less HR overhead.

Conducted market deep dive to validate competitive dynamics of current category matrix.

  • Built road map to enable execution of multiple expansion opportunities.
  • Modeled profit-neutral allocation of reALIGN team resources in year-one.

Results:

Distributor chose to execute one of the three opportunities right away, which delivered 18% top line increase vs. LY, after only 8 months.