Cross-Border E-Commerce & Expanded Global Distribution

Challenge

A branded nutritional supplement client of TLD’s sought to increase international distribution, gain shelf presence on major pharmacy chain store shelves, and begin selling through cross-border e-commerce in China.

Strategy

After conducting extensive research in various export markets, TLD developed a low-cost strategy to leverage existing global distributors to access pharmacy chains.

Delivered Results

TLD assessed and recruited professional supplements distributors in over 15 countries, allowing the brand to be found in several well-known pharmacy chains in the Middle East, Asia, Europe and Latin America.  In addition, TLD assisted the brand to open its own storefront on T-Mall.com, a leading B2C platform in China owned by Alibaba.

Global Pet food Brand Seeks to Optimize it’s Japan Business

Challenge

A large pet food manufacturer hired TLD to develop and recommend a strategic growth plan for the brand in Japan, one of the company’s largest export markets.  While their sales were decent, the manufacturer wanted to validate the company’s current distribution partner and increase the sales growth rate.

Strategy

TLD thoroughly researched the trends and consumer behaviors surrounding specialty pet food in Japan, determined value chain margins, identified opportunities for channel expansion and maximum sales penetration, and evaluated the e-commerce and direct-to-consumer (D2C) sales channel.

Delivered Results

Within 120 days, TLD delivered to the pet care client a complete Go-To-Market strategy for the Japanese pet food market which included a category overview, competitor & DTC analysis, new opportunities to drive incremental sales growth, and additional recommendations.  The client implemented many of TLD’s recommendations and their sales in Japan increased dramatically.

Expanded European Distribution

Challenge

One of TLD’s branded beverage clients needed to develop European distribution and grow sales in the region.

Strategy

Due to increasing export sales to Europe as a result of TLD’s marketing and sales development efforts, and upon the recommendation of TLD, this client established a European subsidiary and warehouse in the European Union. By shipping full container load quantities from the U.S. to a European warehouse, this client is benefiting from higher efficiencies, lower costs, and increased sales.

Delivered Results

TLD created the strategy for a European subsidiary and logistics facility for this client to expand in the European Union. European customers can now order small quantities, pay invoices in Euros, communicate within the same timezone with a native speaker, and take delivery within 2-3 days. Sales of this beverage client are increasing over 50% as a result of TLD’s work.

Upgraded International Distributors

Challenge

A branded beverage company had sporadic international sales, no focus on developing global markets, poorly performing international distributors, and little in-house expertise in markets outside the U.S.

Strategy

TLD began implementing a carefully defined strategy: recruiting larger, professional foreign importers in large markets (client was previously selling mostly to small importers in small markets), exhibiting at international trade shows, and providing marketing support and improved customer service to this client’s importer customers.

Delivered Results

TLD increased international sales of this client by over 100% in first year, and 400% over four years. This client is selling its products currently in over 25 countries.

Opened Japanese Market

Challenge

A young, emerging high-end confectionery marketer hired TLD to develop their international business platform. While the international markets seemed promising and the client was receiving several international inquiries, the company did not have the internal resources or expertise to assess foreign markets and global sales opportunities.

Strategy

After a complete market assessment, TLD identified Japan as a high potential foreign market. Using its network of importers and extensive database, TLD identified a large Japanese importer which specialized in upscale, premium imported products. Japanese packaging and marketing were developed, ingredients checked and approved for import, and target accounts were identified. TLD arranged for the client to exhibit at a major international trade show in Japan.

Delivered Results

Sales increased 300% after the first year of this client working with TLD.

U.S. Food Company Begins Exporting

Challenge

TLD was hired by a small U.S. specialty chocolate company with few marketing resources and no export sales. This client sought to begin exporting their products and build their brand recognition globally, without having to add personnel or use additional resources which were needed for their U.S. business.

Strategy

TLD contacted prospective foreign importers and distributors on behalf of this client. TLD exhibited at trade shows in foreign markets and selected the most appropriate importers for this client and managed the sales and marketing process to identify and exploit growth opportunities.

Delivered Results

TLD increased this client’s sales from zero customers outside North America to six countries on three continents in the first nine months. In addition, TLD built a distribution network in over 20 countries. The client was then purchased by a major multi-national company.

Re-structured Major International Food Conglomerate

Challenge

The CEO of a leading international food manufacturing company with operations in multiple countries and several business units was not satisfied with the company’s sales growth and profitability. He questioned whether the company was organized in the most efficient manner. He sought TLD’s expertise to determine the best means of leveraging the organization’s strengths in distribution, retail penetration and brand awareness.

Strategy

TLD researched the client and its competitors thoroughly, interviewed their executives, and devised a plan to re-structure the organization. Rather than having several different business units organized by product category, each with its own unique sales force, TLD recommended that the sales force be combined into one unit selling all products.  Instead of sales representatives specializing in products, TLD recommended all sales representatives sell all products but concentrate on different sales channels and key account customers.

Delivered Results

The CEO agreed with TLD’s recommended strategy to re-organize into fewer business units, and the sales force selling all products within the company. Sales and profitability increased as well as customer satisfaction.