Strategy Case Study: Geographical Expansion
Challenge
- 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
Engagement
- 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