Programs measured by what changed in the business.

Challenge

A dried fruit producer wanted to enter the Chinese market but lacked knowledge of local consumer behavior, cultural preferences and the right channel to launch through.

Approach

Market research mapped category demand, e-commerce dynamics, competitor positioning and consumer taste preferences. Taste tests and focus groups with Chinese consumers revealed that the existing product was too sweet for the local palate.

Outcome

E-commerce was identified as the best entry point, the product was reformulated to reduce sugar content, and the producer is now a leading brand on major Chinese e-commerce platforms with distribution into large wholesale and retail outlets across the country.

Challenge

The company had grown to more than $40 million in North American sales and wanted to enter Southeast Asia, but did not know which countries to prioritize, which channel model to use, or how to adapt products and documentation for local requirements.

Approach

Six ASEAN markets were screened against demand, competition, channel structure and import requirements. Thailand and Vietnam were selected as priorities. We mapped the channel landscape, localized technical documentation and pricing, identified and evaluated distributors, and supported contract negotiation and launch planning.

Outcome

Distributors were appointed in both markets, local sales teams were trained, and the first commercial orders shipped within seven months of project kickoff.

Challenge

The manufacturer generated most of its sales in the United States and Canada and wanted to establish distribution in Mexico.

Approach

50 potential partners were identified and evaluated. The search was narrowed to three distributors that closely matched the manufacturer's ideal partner profile. Three rounds of meetings were conducted before final selection.

Outcome

One distributor was appointed to represent the company in Mexico and now imports and distributes approximately $100,000 in products annually.

Challenge

The manufacturer needed to reduce its dependence on China and establish alternative manufacturing relationships.

Approach

More than 200 suppliers across India, Malaysia, Thailand and Vietnam were researched and evaluated.

Outcome

15 highly qualified suppliers were shortlisted and new supplier relationships ultimately produced approximately 15% cost savings.

Challenge

The distributor received approximately 120 quote requests each week but only 10–15% converted into sales.

Approach

Non-converting customers were contacted to understand pricing, project timing, communication gaps and alternative product opportunities.

Outcome

The program identified lost-sale causes and alternative sales opportunities, contributing to a 25% increase in conversion rates.