TIA was a small, woman-owned Texas-based firm that manufactured an innovative long-lasting alcohol-free hand sanitizer.
The company had a very innovative health and beauty care product with tremendous potential but little market traction and a growth strategy that was at best, muddy. At the start of our relationship the company had annual sales of less than $50,000. The firm’s founder had pitched to Wal-Mart and other large retailers, as well as state and federal agencies, but their efforts were not successful.
Success in this case required a laser-sharp understanding of the goals, objectives, needs and internal processes of our target customers. Once we had established that framework, we followed the goal achievement action plan we developed to build the desired customer relationships and achieve full market penetration.
In less than two years, TIA became a national brand with millions of dollars in annual sales before it became an acquisition target of Novartis, with a $38 million purchase offer. Some of the relationships we built included: Wal-Mart Stores; Kroger (TIA replaced the number two national brand); HEB; Walgreens and many other national retailers; Federal Bureau of Prisons; U.S. Department of Defense; Defense Logistics Agency (DLA); Federal Emergency Management Agency; U.S. Environmental Protection Agency; U.S. Army and U.S. Army Medical Command; U.S. Air Force; U.S. Department of Health and Human Services; U.S. Department of Homeland Security; XPEDX; Halliburton; and Cardinal Health, among others.