Case Studies: Manufacturer

Challenge

This manufacturer of commercial grade lawn and landscape mowers was a division of a larger Fortune 500 parent. Unlike the other divisions it’s sales, revenue, and profit grew consistently each year despite being a small player in its market space.

Considered to be the superior product offering exclusive features it continued to lack brand awareness due to its relative newness and size.

It saw room to grow substantially if it was provided the necessary funding commensurate with its profit contribution to the parent company.

Trainor was asked to help develop a business case with achievable sales, revenue, profitability, and return on investment (ROI) targets.

Challenge:
Convince the Fortune 500 parent company to fund a division’s aggressive marketing investment amid an industry decline.
Approach:
Prove the business case and ROI.
Recommendations:
Write and submit a viable 5-year strategic business and marketing plan.
Results:
Corporate approved the 5-year plan and investment and used the plan as a model for its other divisions. Client was the only division to achieve incremental growth (36%) and profit.