BLACK & DECKER
We began by carrying out a thorough review of Black & Decker’s existing sales channels to produce a revenue potential analysis which identified and quantified how much potential business could be unlocked.
We then visited the stores of the target retailers we identified in order to understand their range infrastructure and what products were currently listed by Black & Deckers competitors.
Using this information and and images taken in store, we were able to work with Black & Decker’s senior management team to investigate why Black & Decker were not trading with those retailers and what product and commercial advantages they could offer the target retailers in order to win that space in store. And together we were able to prepare a full and detailed action plan which identified precisely which retailers should be approached, how they should be approached and how we will overcome any obstacles that we may encounter.