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Success stories

Garden Times home and garden products with pots and plants
Garden Times

Opened US Markets with Over 2,500 Stores

China-based manufacturer of commodity garden products desired to enter US market. Unable to invest in inventory warehoused in USA, it also faced a variety of barriers including lack of market knowledge, very limited product assortment, no sales representation, and no effective sales tools or marketing process.

Actions

Conducted US competitive research, reviewed client’s internal capabilities (SWOT), defined Unique Value Proposition, articulated business plan (strategy) and marketing calendar (execution).

  • Developed sales collateral, trade show displays.
  • Interviewed and hired US Key Account Sales Force.
  • Proposed category expansion (to address 20% vs. 1% of buyers’ needs).
  • Proposed B2B e-com strategy.

Results

  • Improved collateral and product presentation resulted in better trade show metrics of Canton Fair.
  • Secured placement in 2,500+ US retail locations without category expansion or e-commerce.
  • Tripled 2nd year sales for biggest US customer.