Expansion into Alternative Channels Case Study
Opportunity
An ethnic refrigerated food manufacturer is looking to grow sales through developing presence in alternative channels:
- Direct to consumer (eCommerce)
- Food service • Convenience • ClubThe client’s current Sales Manager does not have expertise in these channels, and does not have time and bandwidth to develop it quickly.
They are looking to hire a sales person who is focused exclusively on these channels and can work with minimum supervision.
Challenge: recruiting time, cost, expertise, speed to results Current option: 6-8 months to ramp up, $400K in revenue Year 1
Our Solution
We work together with the client’s sales management, and bring a team of experts and 3rd party partners to minimize time to revenue in each channel:
- Single point of contact responsible for management + communications
- Sales team – retailer, broker, distributor, Amazon, national food service contract companies relationships
- Support – responsible for admin and issue resolution for all channels, including Amazon Fresh initial tasks and fulfillment support
- Third party vendors retained/managed: Amazon marketing, Club broker, Convenience distributor
Tapping into existing network of proven partners and bringing experts cuts inefficiencies and accelerates revenue timeline; the client retains executional knowledge and full control
VGA solution proposal: 2-3 months to ramp up, $800K in revenue Year 1, cost neutral
Results
Speed to revenue reduced by 3 months (50%), incremental Revenue of $400K (double), cost neutral Maximum speed to revenue, efficiency, tested partnerships
“Verde team leveraged their expertise to get us into channels we wanted to penetrate. We could not have done it without them”
VP of Sales
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