04Case studies

Selected work.

Two recent engagements, told plainly. Client identities are withheld under non-disclosure agreement — the same discretion we extend to every client.

Case Study 01

UK medical-device manufacturer

Medical devicesUnited KingdomPositioning & market entry

Four new markets in nine months — at a higher price.

The challenge

The manufacturer was losing ground on price. Its positioning was built around technical specification, so distributors and hospital buyers compared it feature-for-feature against established competitors — and pushed margins down.

What we did

We rebuilt the commercial case around what those buyers actually weigh: clinical return on investment and total cost of care. The conversation moved from what the device does to what the device saves — and the product stopped competing on price.

The result

Baseline pricing was increased, not discounted. Exclusive regional distribution agreements were signed across four new international markets, all within nine months.

4New international markets

9Months to distribution

+Price increased, not discounted

Case Study 02

Malaysian foodservice manufacturer

HORECA / FoodserviceMalaysiaExport structuring & placement

From domestic brand to four international markets in six months.

The challenge

A fast-growing foodservice manufacturer had outgrown its home market. International hotel, restaurant and café procurement runs through networks it had no way into — and neither its packaging nor its pricing was built for export.

What we did

We reworked the packaging architecture and margin structure for export economics, then took the range directly to the master distributors who supply international HORECA channels — with terms already shaped to how they buy.

The result

Master distributor agreements were concluded, and the brand launched in four new international markets within six months of engagement.

4New international markets

6Months to launch

1stInternational presence established

Further work, including commercial frameworks and market sequencing, is discussed directly. Client identities remain confidential.

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