Introduction & Background

Client is a well-established beverage brand with a long history in the tea industry. Founded in the early 18th century, the company has built a strong reputation among tea consumers worldwide. Operating as part of a larger multinational group, the brand maintains a global presence and continues to play a significant role in the international tea market by combining heritage with consistent quality.

Objective: Diagnose the cause of stagnant sales for established Client subsidiary in India & recommend strategies to accelerate growth.

Tecnova’s Role

− Market Analysis and Distribution Network Assessment: Conducted detailed market analysis and identified gaps in the distribution network.

− Route-to-Market Validation: Reviewed and validated Client's existing route-to-market strategy with local insights.

− Go-to-Market Strategy Formulation: Developed a tailored Go-to-Market strategy for Client in India.

− Partner Identification and Selection: Identified, shortlisted and facilitated the selection of potential distribution partners.

Conclusion

− Identification of Distribution Network Gaps: Tecnova conducted athorough analysis and identified significant gaps in Client's current distribution network.

− Recommendation of Alternate Distribution Partner: Based on their findings, Tecnova recommended a more suitable and efficient distribution partner to better align with Client's market entry and expansion goals.

− Successful Partnership: Client adopted Tecnova's recommendations and is currently collaborating with the distribution partner identified by Tecnova. This partnership has enhanced the client's market reach and distribution efficiency in India.

By addressing the distribution network gaps and facilitating a strategic partnership, Tecnova enabled Client to strengthen its presence and operational effectiveness in the Indian market.