Sales Strategy – Small and Medium Enterprise Business and Growth Strategy

Author – Kash Bhagwat-Brown

The Challenge

 

Rooba are a new company with a great pedigree in Baby products, particularly Teething.  Toby Winn, the MD designed his own teething toy based on his extensive knowledge and spent nearly two years bringing it into production…an all-natural rubber which is non-toxic, good for the baby and good for the environment.  Sales were good and slow…how can the brand and the product get into new markets and become the choice of the big retailers and global distributors?

 

As with many business owners, growth and expansion becomes a conundrum…

 

The Solution

 

The product does most of the work here.   It has all the safety and ecologically-sound tags you could want, has a fantastic designer who has an ethical business ethos and wants to make a difference with natural products…

 

Sometime, you just need a network of contacts and the experience to reach out…

 

We went through the objectives and plans for the business.  We made profiles of the target customers in each sector.  We made lists of who to call with priorities.  We discussed global regions and distribution pricing models, sales scripts, what the discount policy would be…all important stuff to make sure the foundations were in place so that when the first calls were made, there was a better chance of success…

 

 

The Outcome

 

Sales have stared to flow to a wider UK market (including John Lewis) and to distributors in the EMEA and APAC regions.  The MD knows his product and what he wants to achieve.  The key resources of time and direction were the only elements that were lacking and Blade were able to provide both at a very low cost.  Rooba are on their way to huge global sales due to the vision and product knowledge of their MD…  We helped in our own small way…

 

SME Business - Case Study