In early 2019 a leading consumer goods manufacturer approached Paradygm about how our structure could help support their remaining 2019 initiatives as well as how to make 2020 a banner year.  After several weeks of discovery, we proposed Paradygm could champion several key account sales initiatives:

• Top-line revenue

• New SKU introduction

• Profitability

• Replenishment

• Safety stock

• Inventory turns

• Line review outcomes

• Data analysis

• Customer communication

• Market analysis

After working with the client for 18 months in each category above, every customer in scope saw over a 120% increase in profitable revenue. While each of these initiatives were not easy, as a team, we stayed focused on the goals, maintained weekly communication on each of the areas, and adjusted activities to make sure we saw progress. To avoid this from sounding as if all the work was on Paradygm’s shoulders, to the contrary, as we dug into each area, the client realized areas of opportunity within their organization to improve the collective outcome. Together, we grew the business. What drove the success is in some ways obvious and in others much more subtle:

• Created a weekly cadence to ensure all short and long term goals are being met on a timely basis, which became a good momentum builder

• Participated in the client’s regular planning process as an internal team member, not an outside supplier, created synergy not previously realized

• A collaborative forecasting process to help balance inventory, orders, and forecast

• Built a robust reporting structure for the client, we helped multiple disciplines of their organization improve data-driven decisions

• Integrated beyond the Sales function of the organization to increase the engagement of other functions in the revenue process, improving outcomes with less overall effort by providing improved visibility

• Aided the client in driving operational efficiencies within their organization to improve profitability and ROI

• Created a macro cadence for the organization to plan around

• Uncovered previously unrealized new product opportunities through market analysis

What I love about what we have built at Paradygm is an organization that is truly an Account Management team. All of our clients have heard me ask not to refer to Paradygm as a “Rep Company.” A simple enough thing to request but one that is hard to earn. After being in both vendor and merchant roles, I have seen the right and not-so-right way to help clients and retailers grow their business. At Paradygm, we strive to create an organization that manages our clients’ business in such a way to make us an integral part of our clients’ organization.

At the risk of not providing adequate context, during a multi-day line review preparation meeting, a client once imparted the well-known quote, “Success has many fathers, but failure is an orphan.” I know, and many of our clients can attest, Paradygm is present when the sun is shining and when the wind blows. To those who stand up as the hurricane rolls in, I tip my hat to you. As the client above can lay witness to, we truly enjoy working as part of their team as if we are full-time employees of their organization, not outsiders simply pushing for top-line growth. That is such a nuanced thing to practice day in and day out, but it is critical to our collective success. To our clients, thanks for allowing us to be a part of your organizations. To clients we have not met yet, we look forward to standing with you.