Consumer Goods and Services

Business Situations:

With dozens of years of retail business experience, GCG serves as the natural “go to” Consultant when it comes to addressing opportunities in consumer goods and services.  These three sample cases are actual cases in which the Consultancy has been involved:

Sample Case # 1: An inventor of a product brought the product to GCG after investing over thousands of dollars with one of the leading “invention” firms and getting no firm direction, support, or involvement.  What he had received was a total of about three hours of internet research and some boilerplate manuals which, we were sure, were replicated from client to client. He was seeking both support and the correct pathway to follow for development of the product.

Sample Case # 2: A developer of a service industry had elected to begin the process of expansion, but was unable to find the way to expand the business.  He had a thriving business in a large town, with a well-known name, and an excellent business model, but wasn’t sure about the best way to develop the business for the long term to both protect the name and his existing business.

Sample Case # 3: An owner of a wholesale business approached GCG about how to develop his business from the current < $10MM in sales to some exponent of that number. His business was strong, his business model was good, but his sole supplier/vendor was below average in terms of support for its customers, and the client was being adversely impacted because of the lack of support of his vendor.

Technical Situations:

Sample Case # 1: After a review of the boilerplate manuals offered to the potential client, GCG charted a pathway where the product would be patented, the development of the product would be achieved, and marketing of the product—to drive sales—could profitize the product for the client.

Sample Case # 2: There were many different pathways this client could have followed, but we recommended that he license his business name.  He did not have the requisite expertise to franchise the business, but wanted to be able to develop it in multiple markets.  GCG developed his license agreement, negotiated terms and conditions with his first licensee, wrote and developed the support material necessary, and fixed a fee structure which would support the licensee as well as demonstrate return to the licensor.

Sample Case # 3: After GCG started working with our client, it became evident that his vendor had serious internal operational, accounting, and supervisory issues.  Not only were they not interested in servicing their client, they actually “punished” the client when he raised legitimate business issues on service and deliveries by changing the financial terms under which he could purchase product.

Solutions:

Sample Case # 1: GCG introduced the client to an excellent Patent Attorney, who began the necessary process of patenting the product.  After the USPO acknowledged the filing, GCG developed an outbound email and snail mail campaign to vendors of similar products who did not currently offer what would be considered a directly competing product.   Soliciting participation in this way would allow our client to participate in the manufacturing process alongside an experienced marketing group which had proven linkage in the marketplace.  In other words, our client was able to make money by partnering with an established vendor as opposed to trying to handle all the key result areas of the business himself.

Sample Case # 2: The Licensing route was the correct route to take.  Other contacts began to emerge, and the client has a licensing business which has been established now for multiple months.  His expansion opportunities are endless, and his business model has been recognized as superior to his competitors.

Sample Case # 3: In this case, GCG’s client demonstrated an amazing amount of loyalty to a vendor which had shown him little support or encouragement.  Our only viable pathway was to diversify the products offered, which we did.  In order to support the diversity of product lines, we were compelled to set up a national sales team and GCG actually ran the sales team for the client in order to demonstrate the opportunity and the direction which we felt was required.

Benefits:

Sample Case # 1: The client did not incur a large cost of setting up his own manufacturing facility.  Other groups have shown interest, and we are encouraged that a deal will be able to be struck with our client.

Sample Case # 2: The client now has a viable, functioning, licensed group.

Sample Case # 3: The client would not drop his initial vendor in spite of continued abuse, so the process of expansion of items has currently been accelerated so as to offer him additional sales and revenue gain.

In other words, sometimes, we are forced to simply work around change– where change is not an immediately obvious benefit to be gained.

The Guinn Consultancy Group, Inc. and our Managing Director, Alan Guinn, are often quoted in current online and print editions of media as expert commentators on business trends.

1.  Click  here to see Guinn quoted on trending retail in the magazine Self in a section entitled “Shop Smart, Save More: Health.” Did you know, for example, that big retailers make sure that there are plenty of mirrors around self improvement items?  Think that’s just by happenstance?

2.  Click here to see Guinn quoted in a recent MSNBC article on the Real Estate downturn and its impact on broker and agent attitudes.  To the quotes in this article, Guinn simply adds, “I’m really concerned about those agents and brokers who see a brilliant upside in the RE market anytime soon.  I don’t want to sound all ‘gloom and doom’ but there are more challenges to come. ”

3.  In a tongue-in-cheek article, written by Beth Bracio Herring, Guinn was quoted on Careerbuilder/MSN on some of the precautionary measures to beware of, when personally interviewing for a new job.  Read his quotes  here. These are part of a list of ten “killer” items which Guinn has identified for job seekers—“Just because you’ve been looking for a perfect job—or, in some cases, for any job—for a long time, that job you may be offered may not represent your best opportunity for the long term.  The terms long time and long term may not be synonymous.  Beware the potential job that harbors these challenges. “

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