Channel Expansion Case Study
Opportunity
A rapidly growing ‘better for you’ frozen food manufacturer is looking to expand distribution nationally into Grocery & Natural channels. They are seeking to hire a National sales manager who will cover:
- Development of sales materials
- All paperwork for retailers, brokers and distributors
- Travel and sales calls
- Market analytics
- Day-to-day broker(s) management
- Distributor promotional calendar development and management
- Trade show participation
- Innovation pipeline development
Challenge: comprehensive expertise, connections, efficiency, loyalty, cost
Current option: cost $180K/year (ex. T&E), $600K in revenue Year 1
Our Solution
We assembled a team of experts who work seamlessly and deliver maximum efficiency:
- Single point of contact responsible for management + communications
- Sales team – retailer, broker and distributor relationships
- Data analyst – analytics, retail story development, short- and long-term opportunity identification (including innovation)
- Support – admin, issue resolution, samples, logistics, budget management, retailer, broker and distributor relationships support
Each expert performs only tasks commensurate with their level of expertise and pay scale to prevent overspending on personnel. Sales person presents themselves externally as the client’s employee
VGA solution proposal: cost $144K/year (ex. T&E), $1M in revenue Year 1
Results
Savings of $36K/year (20%), Incremental Revenue of $400K (40%)
Maximum value, minimum learning curve, ensured continuity of knowledge
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“Verde Growth sales team executed got our products into the Natural Channel with speed and results that we could have never achieved with our internal team. We were impressed with their professionalism and useful connections in this space”
CEO, a rapidly growing natural food company
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