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Challenge
Our client faced rising competitive pressure as rivals expanded into additional bathroom categories. Entering these categories successfully required not only a sound strategy but also preparing sales teams to sell products outside their traditional comfort zone.
Approach
We co developed a practical, market grounded launch approach across Europe. Together with experts from multiple markets and channels, we built an operational go to market playbook defining target customers and how to approach them. The playbooks were then localized with country teams, supported by digital workshops that turned strategy into concrete action plans.
To prepare sales teams, we created sales enablement materials and pitch presentations and tested them with key clients. Award winning training boot camps energized teams, giving them the confidence and skills needed to sell the new categories. A consistent follow up process maintained momentum and reinforced execution.
Result
The new categories were successfully launched across Europe. A major highlight was the ISH trade fair, where the launch was considered a standout success compared to competitors—demonstrating that a strong strategy paired with engaged, well prepared people can transform a market entry.
What really moved the needle: deep customer and market insight, co created playbooks, and a learning journey that earned us 2 Brandon Hall awards.
