SUCCESS STORIES

1. The first step involved conducting an in-depth analysis of market size and composition per region, the types of cement usage, the sizes of end-user companies, and the factors influencing client decisions in the purchasing process (e.g., technical specifications vs. price).
2. This analysis provided valuable market insights, identified key growth drivers, and highlighted financial opportunities in specific geographical regions. For instance, we discovered that 50% of the market consisted of small stores that typically received smaller drop sizes than what the client historically delivered in a profitable manner. This discovery presented a clear opportunity for the client to expand by efficiently delivering smaller drop sizes in this highly fragmented market.
3. Subsequently, we examined multiple cross-industry reference cases to define a brand-new indirect model that combines exclusive distribution, brokers, and logistics operators, which would be the most suitable approach to address both financial and growth drivers.

RESULT

1. A tailor-made methodology was developed in collaboration with the client’s experts to assess the operational competency of 172 potential partners, ultimately selecting the top 70 that best aligned with their requirements.
2. To ensure the successful implementation of the new model, we established an exclusive service area covering the entire country, complete with a thoroughly defined indirect management model. This encompassed a contract model, remuneration structure, new distributor manager routine, and training programs. Additionally, we created a comprehensive Distributor Excellence Program manual, comprising over 150 pages. This manual was collaboratively crafted with the network’s best-in-class partners and covered all operational aspects of the new hybrid model.

A plant-based food startup engaged Integration to assess the market potential for plant-based hamburgers and formulate a strategy for introducing these new products to the Brazilian and European markets. Specifically, they sought our assistance in comprehending consumer behavior in this rapidly growing market, which presented challenges due to limited available data.

Considering the scarcity of accessible market data, Integration concentrated on constructing an extensive body of primary research to assist our client. Through an examination of plant-based food trends in Europe and North America, expert interviews, and conducting statistically significant consumer surveys, we gained the ability to craft an insightful and original comprehension of the market dynamics. This, in turn, enabled us to formulate several market entry scenarios.

1. Our work furnished comprehensive insights into potential income per category, price sensitivity, potential risks, primary competitors, and regional market sizes within the client’s specified geographical areas of interest.
2. Simultaneously, Integration crafted a detailed implementation roadmap and designed the commercial model. Armed with this information, our client gained the ability to grasp and address the critical success factors required for category development in Brazil and Europe, thus enabling them to kick-start their operations and sales.

A tile producer and its private equity partner sought Integration’s support in redesigning their portfolio to capitalize on market opportunities and to address internal resistance associated with simplifying and delisting items from a highly complex portfolio.

The success of this project relied on three major contributors:

1. Outside-In Strategic Segmentation: This approach identified clusters within the portfolio with very low differentiation, which could be streamlined. It also pinpointed “white spaces” where innovation could fill market gaps.

2. Transition Management: Careful work was undertaken during the transition phase to ensure that products being removed from the portfolio were appropriately managed in terms of operations, volume, and client satisfaction.

3. Robust Governance: A robust governance framework was put in place to ensure the involvement of all multifunctional areas in the careful validation, management, and sustainability of the portfolio strategy.

1. Integration assisted the client in establishing a local identity that was consistent with its global policies while also being distinctive in its positioning and clearly differentiated from robust local competitors.
2. We created guidelines for managing product assortments, pricing strategies, promotional campaigns, and store layouts, all designed with simplicity in mind. This simplicity was a critical success factor for implementation with franchisees. Integration also supported the implementation of these guidelines with a pilot user base, continuously measured results, and made necessary adaptations as needed.

1. The pilot yielded a 4% increase in revenue in the first month, and our client projected a long-term increase of 7-10%.
2. To sustain these positive outcomes, a category management culture was strengthened within the company. This involved providing the organization with the necessary tools and methods to continue its improvement efforts and address new contexts or regions. Specifically, this entailed implementing governance rituals and decision-making processes at the team level to handle tactical decisions related to assortment, pricing, exposure, and promotions in each region.