Case Studies
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David Reid
CEO
Kanto Audio
“Eric drove our go-to-market strategy, built and led a high-performance sales team and was was instrumental in acquiring an impressive network of world class distribution and retail partners.”
Consumer Electronics
Services Provided
Consulting / / Gap Analysis / Go-to-Market Design / Account Acquisition / Recruiting / Organizational Design / Management / Compensation / Forecasting / Marketing Consulting
The Challenge
Kanto developed two audio/video consumer product lines but after years of trying, had not managed to develop an effective sales force or new paths to market .
The Solution
I developed cohesive go-to-market strategy and effective account acquisition methodology, recruited and trained a talented sales force, developed sales management tools and processes and built accountability focused forecasting and reporting systems. Kanto became an international leading brand in Consumer Electronics and Residential Integration.
John Philippson
CEO
Kostklip
“The final report was professional and very comprehensive. We have begun implementing the recommendations…and have seen some early tangible results and I have since engaged Eric in a second contract to monitor and assist with the full implementation of the sales plan…”
Retail Merchandising
Services Provided
Consulting / / Gap Analysis / Recruiting / Organizational Design / Territory Design / Management & KPI Design / Compensation
The Challenge
Kostklip, a manufacturer of store merchandising systems, experiences successive challenges in sales leadership and management and as a result, flat to declining sales over the years.
The Solution
I helped select a VP of Sales and then implemented a sales methodology that included Miller Heiman consulting, a sales management system, a change in organizational structure and new performance metrics and management processes. This resulted in a return to double-digit growth in subsequent years.
Herman Fruhm
CEO
Parasol
“Eric has demonstrated very high levels of professionalism, communication skills, strategic thinking and creativity. I am happy to recommend Eric to any organization that requires a top caliber professional”
Concert Lighting
Services Provided
Consulting / / Go-to-market strategy / Channel Development / Investor Relations / Pricing Model / Marketing Strategy
The Challenge
Parasol had developed and patented a novel solution for entertainment lighting, but production companies would not offer it to their clients due to the high transportation costs, capital costs, and lack of proven market demand and loyalty to existing systems.
The Solution
I developed a comprehensive sales and marketing strategy that appealed to the end users in the industry, bypassing industry gatekeepers resulting in sales in Europe, Asian and the US.
Donald G. Eady
President
SnugSleep
“Eric has been responsible for greatly expanding our customer base…Eric is very professional in all aspects of business and has an excellent understanding of marketing and sales strategies”
Consumer Soft Goods
Services Provided
Consulting / / Go-to-market strategy / Channel Development / Training / Marketing
The Challenge
After 20 years in business, Snugsleep had a small, loyal base of retailers but struggled to scale into new geographical markets.
The Solution
I studied the current local base of retailers and built a success story narrative covering their merchandising, staff engagement and selling practices. I constructed a repeatable model of their retail success and rolled it out nationally, attracting distributors to serve independent retailers and direct relationship’s with chain retailers.
Ernest Prmeau President Uzite
“Eric possesses the human and professional qualities which make him a great asset. Eric has been very effective with key national accounts. He gets appointments, makes very unique and compelling presentations and always manages the business professionally.
Carpet Manufacturing
Services Provided
Go-to-market strategy / Channel Development / Sales Strategies / Tactical Execution
The Challenge
Uzite, an established Canadian manufacturer of carpet was constrained in growth due to their distribution channel.
The Solution
Without upsetting their current customer base, I built a case to open national, big-box retail. I developed an approach, messaging and tactical execution strategy that resulted in 10’s of millions of dollars in increased revenue by acquiring large format retailers such as Home Depot and Costco.
Rick McDonald
Executive Director
CareerPlan
“The results over the past year have exceeded our expectations. We have achieved market penetration and significant brand recognition and our corporate revenues have grown very sharply.”
Business Services
Services Provided
Consulting / / Executive Coaching / Marketing / Go-to-Market Design/ Account Acquisition
The Challenge
Careerplan faced challenges in gaining corporate clients for their HR services due to limited recognition in Vancouver’s HR sector and a narrow service range. HR professionals often favored firms with broader offerings. Additionally, the smaller Vancouver market has fewer corporate headquarters, intensifying competition.
The Solution
I collaborated with the regional CPHRA to produce key HR thought leadership content, enhancing Careerplan’s local visibility. Further, by partnering with HR firms across major North American markets, we established a referral network for entities with branches in BC, leading to successful market penetration and referrals within targeted business and non-profit sectors.
David Gibbons
Partner
Refinery Leadership
“..initiatives included sales training, strategic consulting, tactical design and implementation of a sales plan, communication, and messaging strategy. He is very vested in the results. In addition, Eric’s personable style makes him a pleasure to work with. I am very thankful that we found Eric to help us. He has made a profound impact on the team.”
Professional Services
Services Provided
Consulting / / Gap Analysis / Sales Force Training / Executive Coaching
The Challenge
The Refinery expanded their team due to increased demand, yet their short-term contracts necessitate a robust sales funnel to secure new clients and prevent downsizing post-contract. Their sole sales expert was preoccupied with fulfilling existing contracts and team oversight. There was an urgent need to upskill other team members to effectively engage with top executives in major firms for new opportunities.
The Solution
I crafted tailored coaching and workshops for their top executives and consultants. Throughout the year, I collaborated with their teams across Mexico, the US, and Canada to create a targeting and communication strategy. This strategy successfully engaged senior leaders in major pharmaceutical, energy, and telecom companies.”
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