China · Spain · The Americas
Work we've done
A few of the engagements that show how we actually work: not case studies written for a pitch deck, but what happened when we got involved.
Commercial vehicles · Latin America · Market entry & commercial operations
Rebuilding a market strategy that had stalled
The playbook that got them into the market wasn't the one that would grow it.
A commercial vehicle manufacturer had an initial foothold but no real path to growth. The original entry strategy had run its course. We rebuilt the go-to-market approach from the ground up: repositioning the product, re-mapping the buyer conversations, and getting back in front of the accounts that actually mattered.
Result
A single order worth more than $10M, the largest in the company's history in that market.
FMCG · Latin America · Market entry & commercial operations
Winning — and keeping — the account that mattered
Getting in the door with a top retailer is one thing. Staying there is the real work.
An FMCG brand needed a foothold with one of the region's largest retail chains. The door opened through our own network: a long-time customer of ours who supplies that chain made the introduction. From there we built the relationship, negotiated the terms, and stayed on to manage it directly, not handing it off once the deal was signed.
Result
A standing relationship with a top local retailer, still active today.
Automotive · Asia · Sourcing & supply chain
Going factory-direct
Every layer between you and the factory is a markup and a risk.
An automotive parts buyer was sourcing through intermediaries with no real visibility into who was actually making the product. We went to the factories ourselves: vetting them, negotiating terms directly, and rebuilding the supply chain around relationships instead of middlemen.
Result
Factory-direct sourcing, with a shorter and more transparent supply chain.
Windows & building products · North America · Market research
Right product, wrong channel
Sometimes the right call isn't to wait. It's to change direction.
An investor backing a premium hardware brand wanted to enter the window market with a high-end DIY product, sold direct to homeowners online. Our research found the real buying pattern: high-end windows are overwhelmingly specified and installed by builders, not bought off a website by homeowners doing it themselves. The DIY channel the whole launch was built around, site and all, wasn't where the buyers actually were.
Result
Switched to a builder and trade channel, before spending a launch budget selling a DIY product to a market that buys through contractors.
Coffee & specialty foods · Europe · Market research & commercial operations
A brand, not a commodity
Green coffee sells at a commodity price. A brand doesn't.
A Colombian coffee producer wanted to enter the European market. The default path, what most exporters do, is to sell wholesale, priced at whatever the commodity market sets that week, regardless of quality.
We found the real value sits downstream, with roasters and branded retail, not bulk green-bean exports. So we're building a brand around the producer's own coffee, using a specialty roaster as the entry point: a repeatable model for other European markets, not a one-off deal with a single buyer.
We're staying on the ground to run it.
Status
Repositioned from a wholesale commodity export to a specialty branded product, entering the market through a specialty roaster rather than bulk sale, with a repeatable model designed to expand into other European markets rather than depend on a single buyer.
These are just a few of the things we've worked on. Every project is different. If you're dealing with a similar challenge, tell us where you're going, and we'll tell you what we think.
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