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Case Study

Why Resilience in Trying Times Is a Must in Marketing

Posted on:

May 22, 2023

The events of 2020 forced individuals and organizations to rethink many of their assumptions and practices. The Compass team was no exception.

BACKGROUND

The Specialty side of Compass operates in sync with Digital and Creative, but also charts its own course in search of whitespace opportunities for clients, uncovering new and unique markets along the way.

CHALLENGE

A longtime Compass client specializing in healthcare products was hit hard in 2020. Specialty channels under the Compass team’s purview were disproportionately impacted by the pandemic. The client struggled to cope with persistent supply issues, contractual sales restrictions, and other logistical setbacks. The result was a significant drop in revenue from 2019.

APPROACH

Our Specialty retail experts went to work with a new sense of resiliency and dedication. In doing so, they secured additional shipping brackets that allowed for continued orders, identified strategic distribution networks to expand the company’s reach, and helped craft new marketing initiatives to drive sales.

RESULTS

Our efforts expanded the healthcare company’s distribution by as many as 15 items per retailer, secured 11 positions on a key planogram, and revenues exceeded $8m for 2022 – a massive lift over 2020. As of 2023, both Compass and the healthcare client are poised for even more exciting growth.

INSIGHTS

Sometimes an unexpected stress test forces a company to either fold or adapt. Compass opted for the latter, implementing new ways of doing business for the healthcare company and similarly situated clients—a growth model that can and will be replicated for others.

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