Strategy / Marketing Plan Development

For one of the largest paper distribution companies in the country, working with three different divisions to determine the strengths and weaknesses of these divisions relative to customer needs and relative to the competition. As a result of this work two divisions were sold to companies that better understood the businesses, and could support them more effectively.

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Developing an in-depth understanding of the market dynamics, changing technology, and evolving distribution systems/channel structure of the market for polyethylene stretch wrap for palletizing on behalf of a client considering entering this business. Based on our recommendations, the client concluded they should not enter the business.

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Developing and implementing marketing and sales programs for a state of the art engineering consulting firm. This privately-held firm generated $3 million in sales with a professional staff of 80 when we first advised them on marketing strategy. Using this strategy, the firm grew to about $80 million in revenues in less than a decade.

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For a client trying to decide if they should keep or sell one of their divisions (a package printer), we analyzed four segments of the U. S. food industry, and the profitable growth opportunities realistically open to the division. This study included in depth interviews with prospective retail and wholesale customers throughout the food industry, and with technical experts and recognized industry specialists; as well as the development of detailed recommendations. Using these results, we conducted a formal strategic planning assignment with the division's management, to help the parent firm decide if critical resources and attitudes existed within the division. The division was sold.