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Ellura

Marketing Plan for New Brand Launch Challenges Historically marketed prescription products to physicians and distributors – minimal expertise in direct-to-consumer marketing Strategic and marketing priorities: Establish and grow ellura market share in an already saturated market Secure ellura’s brand presence as the highest quality, clinically prove and most effective product in its category Needed to…

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FleetCor

Achieving Sales Force Effectiveness Challenges Sales results were inconsistent and sales management needed help diagnosing and quickly addressing the issues Experiencing declining sales volume and double digit customer churn Experiencing very high sales force employee turnover Ancillary revenue sources had been helping support topline growth Approach Formulated and refined sales strategy to drive increased sales…

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Harland Clarke

Creating A Mature Market Growth Strategy Challenges John Harland, a US printed product (checks and forms) & financial software company, was struggling to grow in a mature market with shrinking demand for checks Approach Conducted customer research with banks and credit unions to segment financial institutions, identify key purchase attributes and develop segment-specific value propositions…

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Harris Bank

Improving The Customer Experience Challenges Intense competition in the Chicago retail market resulting in challenges in acquiring and expanding customer relationships Higher cost deliver model made it difficult to compete to price Lack of insight into customer needs and preferences – generally treated all customers as single homogenous group Goal of differentiating retail bank and…

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H & R Block

Segmenting Customers to Deepen Relationships Challenges Lack of insight into customer needs, channel preferences, interest in additional products Inability to effectively penetrate customer base with ancillary product offerings Desire to improve customer satisfaction and retention, service customers more effectively and efficiently Approach Conducted primary customer research including quantitative surveys of over 500 customers Used data…

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Kaiser Permanente

Creating A Service Delivery Strategy Challenges Kaiser Permanente wanted to expand market share in 3 key Southeast markets Kaiser also wanted to redesign the patient care delivery model to improve patient care and reduce operating costs Approach Identified growth opportunities in each market based on consumer needs and competitive dynamics Performed assessment of current service…

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Intralase

Bringing Brand Positioning Into Focus Challenges IntraLase wanted to know what motivates purchase of IntraLase technology among MD’s and how the technology should be positioned IntraLase was also interested in how to position their technology with MD’s potential patients and needed to determine what motivated them to purchase Lasik surgery Based on the potential positioning,…

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Coloplast

Improving The Brand Experience Challenges Coloplast did not have actionable feedback from clinicians and materials managers Marketing and selling processes and materials were lacking segmented and prioritized importance based benefit messages Approach Conducted clinician and materials manager primary research to develop current state assessment and needs hierarchy Analyzed stated versus derived importance of product and…

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Haverty’s

Moving From A House Of Brands To A Household Brand Challenges Furniture industry is fiercely competitive with many competitors closing, consolidating, or refocusing. Industry wide gross margins had dropped more than 6% over 10 years Retail furniture sales were growing at roughly half the rate of overall residential furniture sales through all channels To remain…

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GAP

Developing Retail Expansion Strategy Challenges US apparel manufacturer wanted to develop entry and expansion strategy for Japanese market Needed to include differentiated approaches for GAP, Banana Republic and Old Navy brands Approach Conducted comprehensive market research related to Japanese consumers, competitors and potential geographic markets Conducted focus groups, quantitative research and competitive analysis Recommended apparel…

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Bijoux Terner

Developing Consumer Insights Challenges Bijoux Terner needed to gain a better understanding of their customers, including: Who are they? What are their attitudes toward shopping and accessories? Where do they shop? Which type of Bijoux Terner store? Who else are they shopping? How often do they shop? How do they shop? What are they buying…

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Argent Mortgage

Migrating Customers To Higher Value Segments Challenges The company was not allocating the right resource mix to its most productive brokers 11% of brokers responsible for almost 80% of funded volume 47% of brokers account for 7% of submissions and only 1% of funded loans High value brokers frustrated with low-value clients monopolizing the time…

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