DynaSales - Clients and Case Studies

Problem: No value added-channel; concentration of revenue within a few DMR accounts.

Background: In 2001, a POS/Data Capture manufacturer had channel sales of only $30K per month across about 50 channel partners - and 80% of this revenue was concentrated within a few Retail/DMR accounts. Distribution was not performing and there was virtually no “value added-channel”.

Enter DynaSales: This POS/Data Capture manufacturer engaged DynaSales in 2002 to drive overall sell through and to develop a value added channel. By early 2006, channel sales had increased 20+ times to nearly $750K per month – and the active channel partner base exceeded 800 accounts – 90% of which were VARs and Systems Integrators. Further, DynaSales drove 7 different product category launches during this time span – and saved the POS provider over $200K in marketing costs.

Visual and Optical Value-Added Markets
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Problem: Distributor programs weren’t being leveraged, the channel base was narrow, and marketing investments were running over budget by 25%

Background: This Fortune 500 firm is a leader in product innovation. However in 2005, sales weren’t meeting expectations through the channel (only $200K per month) and something had to change.

Enter DynaSales: Engaged in early 2005, DynaSales immediately began leveraging the distributor relationships they had developed over the last 20 years to drive sell through. New marketing programs were created; old marketing programs that were not performing were killed. DynaSales was able to reduce the overall marketing investment by 40% - but the remaining dollars were more efficiently invested and additional “free marketing programs” were obtained for our client. The results are nothing short of spectacular: DynaSales now handles both major distributors and sales have increased by 300% to over $600K per month!

Refurbished Market - PCs, Notebooks, and Display
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Problem: This supplier had virtually no marketing dollars to drive demand and sales were only $5K per month through the channel.

Background: This supplier specialized in the refurb/re-manufactured market for PCs, notebooks, displays and accessories. Major distribution and reseller channels were not interested and in many ways, viewed them as a threat to “new product” sales.

Enter DynaSales: DynaSales began the engagement in 2003 and developed not only a distribution channel but also a DMR channel for this supplier. Sales are now running $1.5M per month – and no, this is not a typo! One of the keys to success was that DynaSales obtained over $50K per year in marketing programs at no cost for this supplier.

Components and White Box PC Markets

Problem: No penetration into the VAR or Systems Builders Channels; minimal sales; virtually no marketing budget.

Background: This supplier had innovative products in a commoditized market but could not gain awareness through their own efforts. After choosing DynaSales, this problem was solved, and they have remained a client for 15+ years!

Enter DynaSales: Starting virtually from scratch, DynaSales recruited and developed an active North American and European VAR and System Builder base of 250+; obtained over $45K/year in marketing programs to generate awareness for no cost; and drove sales to $500K per month!

Consumer Electronics Market
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Problem: Lack of penetration in retail and DMR accounts; lack of distribution channel economics, drivers, and programs; sales far below forecast – and what had been built!

Background: This manufacturer of TVs, VCRs, and other consumer electronics products had a wide product lineup at great price points – but sales were far below forecast.

Enter DynaSales: Starting from scratch, DynaSales grew the business to $2M per month within 9 months and eliminated the inventory glut within six months.

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