Taking on the Giants
Revolutionary Industry First
Revolutionary Industry First
Client
Contract Cleaning
Goal
Grow market share by securing contracts with major property groups for contract cleaning and security.
Challenge
Their competitors were much bigger and could afford to sacrifice their margins to secure contracts.
Solution
Introduced a new market dynamic to enable the business to be competitive without surrendering margin, through bulk buying for basic necessities of water and energy which delivered considerable savings and environmental benefits.
Results
Secured lucrative contracts with two of the biggest property management companies in Australia.
Revolutionary Industry First
Revolutionary Industry First
Revolutionary Industry First
Client
Major Petroleum Company
Goal
Launch a loyalty program for petrol & shop purchases to secure repeated motorist patronage.
Challenge
As the market was regulated any form loyalty program which rewards a motorist for petrol purchases was illegal.
Solution
Joined an existing loyalty program where motorists earned points for petrol purchases that were awarded to a charity and thus no direct financial reward was offered to the motorist.
Results
Significant market differentiation and market share growth
David & Goliath
Looking Through Different Eyes
Looking Through Different Eyes
Client
Fast Food Chain
Goal
Protect market share for a small locally owned operator against the arrival of McDonald’s into the country.
Challenge
Unable to compete head to head with the purchasing power of McDonald’s - its overwhelming dominance in kids meals market with its powerhouse licensed and toy properties.
Solution
If you can’t beat them join them – approached and negotiated a partnership with Burger King International to participate in their global promotions whilst building their own unique licensed property to offer future market protection and longevity.
Results
Grew market share, patronage, repeat visits and customer loyalty at the same time as McDonald’s entered the market.
Looking Through Different Eyes
Looking Through Different Eyes
Looking Through Different Eyes
Client
Leading Retailer
Goal
Launch a range of Financial services for a leading food and clothing retailer.
Challenge
Traditional market research to the core group of 24-34 year old women failed to reveal any new ideas and management was stumped about how to proceed.
Solution
Engaged the services of third parties (eg editor of Woman’s magazine, hair stylist, personal trainer…) whose audience matched the retailer to explore their perspective of the problem via a planning & brainstorm workshop.
Results
Identified interesting and new product ideas that led to a successful launch.
Liminal Success Stories
Apollo 13
Dr Sanduk Ruit
Dr Sanduk Ruit
After an explosion in one of the oxygen tanks crippled the spacecraft during flight the crew were forced to improvise with limited options, equipment and guidelines to figure out how they could safely get back to earth or face the prospect of never returning.
Dr Sanduk Ruit
Dr Sanduk Ruit
Dr Sanduk Ruit
An eye surgeon from very poor and humble beginnings in Nepal that has revolutionised the field of cataract blindness restoring sight to 120,000 people, reducing the cost and time of surgery by 90% and training thousands of others so that millions of people across the world can see again.
JK Rowling
JK Rowling
JK Rowling
After many personal setbacks and hardships and 12 rejections by publishers Harry Potter was picked up by Bloomsbury and went on to become a publishing phenomenon. The best selling book series in history revived an ailing sector and resulted In J K Rowling becoming the world’s first billionaire author.
Uber
JK Rowling
JK Rowling
Founded in March 2009, Uber today leads the sharing economy with an estimated 110+ million users in passenger transport and food delivery. It has revolutionised several industries and sectors and coined the term uberisation wherever it operates.