Strategy Case Study:     Geographical Expansion


  • Manufacturing entity had successful business with a high quality product but no broad geographical presence
  • Growth peaking in existing geographies so future growth depended on penetrating new geographical markets
  • No expertise within the organization to execute a geographical expansion strategy

Outcome Achieved

  • 25 new markets generating over $10 million of repeat annual business penetrated and developed


  • Plan developed, approved and executed to investigate new geographical markets
  • Approach to market prioritization and systematic penetration structured
  • Channels to market (direct, distributors, or agents) strategies for each market entry implemented to maximize use of local market dynamics

Why the Solution Enterprises Team?

  • Principal led the effort from start to finish
  • Extensive experience in identifying and implementing effective channels to market facilitated rapid results
  • New markets penetrated without diverting management/labor force away from keeping existing business healthy and highly profitable
  • Principal structured and implemented the engagement as well as executed the solution beyond the initial phase