The Situation: This company is the
U.S distribution arm of a one billion dollar, prime source calculator
manufacturing company. The U.S. President of the company was terminated for
mismanagement. Sales of the company had been in decline and the account base
had substantially eroded. Sales reps were unresponsive.
The Solution: M.A.S.CO effected
massive changes in the sales rep organizations. M.A.S.CO developed sales
strategies, company policies, terms of sale, and trained company regional
sales managers. Further, M.A.S.CO created a trade advertising and PR
campaign. We were involved with the day to day activity of this client,
Morris Adato, principle of M.A.S.CO was appointed as Senior Marketing
Manager for the client.
M.A.S.CO developed new promotions,
packaging and point of sale displays.
M.A.S.CO. conceived several completely new
product ideas along with complete feature specifications. Further, M.A.S.CO.
worked with the development team to see the products brought to market. The
company won a the Design and Engineering award at the January 1995 Consumer
Electronics Show with one of the new products.
The success of the new products were
insured by developing a marketing program tailored to the new products. A
major trade and consumer advertising campaign was launched using a budget
developed from a barter transaction which sold off discontinued merchandise.
The company was able to realize fifty percent more in cash and advertising
for this merchandise than if they merely sold it to a liquidator.
The Results: The company's position
as a leading calculator and digital voice supplier has been greatly enhanced
and sales and market share is rapidly increasing. They have already claimed
several of the leading national and regional accounts in the United States.
We developed new promotions,
packaging and point of sale displays. We also conceived several completely
new product ideas along with complete feature specifications. Further,
M.A.S.CO. worked with the development team to see the products brought to
market. The company won a the Design and Engineering award at the January
1995 Consumer Electronics Show with one of the new product
