Case
Studies
The
following are case studies of business situations in which
Lion's Head Consulting has assisted. These are brief synopsis
of the situation and solution without the company details
in order to protect their confidentiality, but these case
studies provide a overview our capabilities.
Ownership
Transition - ESOP Case Study
Business
Situation:
A
small closely held manufacturing company with sales
less than $15 MM was in their 40 year of operation with
the founder still maintaining a majority interest in
the company. The founder was looking for a way of divesting
some or all of the ownership position while maintaining
security and viability of the company for the employees.
Solution:
After reviewing many options including partial corporate
stock redemption and corporate acquisition by non-competitive
third party, the recommended solution was an implementation
of an Employee Stock Ownership Plan. Because the company
was financially sound the ESOP provided a number of
attractive options. The company borrowed enough money
to allow the ESOP to purchase a controlling interest
in the company, the financial benefits of the ESOP kept
debt loading to a manageable level and local control
was maintained.
If
you are interested in changing the ownership structure
of your company and would like some assistance, Lion's
Head Consulting can help. Give us a call at 614-501-7095
or send us an email at ownershiptransition@lions-headconsulting.com.
Market
Development - Product Introduction Case Study
Business
Situation:
A
successful medium sized European company is looking
for a quick and effective way to test and bring their
products to the North American market. As a medium sized
company, less than $40 MM in sales, finding the most
cost effective avenue to the domestic market was vital.
Solution:
Developing a direct North American Sales force that
was understood the product and the market and that could
manage the broad customer base was too expensive. Creating
a sales staff and building an independent representative
sales organization would take too long and would delay
the product introduction. The solution was finding a
company that was already an existing player in the marketplace
that could market the products as complementary items.
The domestic company used its' position as a reliable
supplier in the market to provide instant credibility
to the products, a pre-existing sales force capable
of selling the product and advertising and marketing
strength that gave the products visibility in the market.
If
your challenge is to bring products to market and would
like some assistance, Lion's Head Consulting can help.
Give us a call at 614-501-7095 or send us an email at
marketdevelopment@lions-headconsulting.com.
Sales
Development - Sales Channel Development Case Study
Business
Situation:
A
successful instrument manufacturer was looking for a
way to capitalize on their strong reputation in the
industrial marketplace and take their products to a
broader commercial marketplace. The company was selling
through a network of independent representatives and
needed to minimize any negative effects on the existing
network.
Solution:
After a review of the existing representative sales
force it was decided that adding additional reps or
replacing reps would be counter productive and ineffective,
there needed to be another avenue to the proposed market.
We reviewed the purchasing habits and preferences of
these customers and found that they would rather purchase
through distributors. The solution entailed creating
distributor specific products, brochures and advertising.
A distributor agreement was created along with a profile
of a target distributor for recruiting purposes. The
company created a Distribution program that worked in
cooperation and coordination to the existing Representatives
to expand the market penetration.
If
your challenge is to create new sales channels for your
products and services and would like some assistance,
Lion's Head Consulting can help. Give us a call at 614-501-7095
or send us an email at salesdevelopment@lions-headconsulting.com.
Awareness
Development - Internet Awareness Campaign Case Study
Business
Situation:
A
small Internet based personal services company had formed
a successful local business but needed to find a way
to reach a national audience on a limited initial budget.
The customer requested a multi-level marketing plan
at tiered cost levels to approach investors.
Solution:
Approaching a national market on a limited marketing/advertising
budget is a challenge to say the least. The solution
required a mixture of a number marketing techniques.
Pay-for performance search engine advertising was the
place to start because managed properly it allowed direct
access to their target audience. Additionally, banner
advertisements were placed on websites frequented by
their customers, an affliate program was created to
encourage other websites to "push" customers
to them and finally, print advertisements were placed
in target audience periodicals in major metropolitan
areas. This campaign allowed the company to dramatically
improve their national exposure and customer base.
If
your challenge is to develop customer awareness of your
company or your products and services and would like some
assistance, Lion's Head Consulting can help. Give us a
call at 614-501-7095 or send us an email at awarenessdevelopment@lions-headconsulting.com.
