Case study

Consumer electronics company re-positioning for global expansion

Client

Leading consumer electronics distribution company re-positioning for global expansion in Europe & Asia.

Impact

The client was looking to grow market share and felt both the Direct to consumer and regional retail channels will create a large growth opportunity.

Issue

Current business model is built primarily around servicing large North American retailers via three distribution centres. Management was struggling to refine the growth strategy and align the organizational elements to realize the opportunity.

Approach

Working with management we focused on creating two distinct business units; direct to consumer & retail distribution. Each B.U. assembled a specialized cross functional team to tackle sales, marketing, finance, technology, operations & customer success functions unique to their customer requirements.

Outcome

By creating business unit focus and building specialized functions they were able to simultaneously launch and capture significant market share. The sales teams were able to quickly understand unique customer needs and align the business units to become customer centric. This became part of their enterprise operating model within 18 months.

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