Partner to Expand Capabilities

Product & Service Strategies

The Challenge

A leading brand in the blender business was widely known for it’s reliable, durable and powerful countertop blenders.
But consumers perceived the brand as a great value, relegating it to middle price points, with the clear majority of units sold
ranging between $19-59. Success was limited in the growing and highly profitable price points above $99.

The Strategy

First, trends and a growth category was selected with opportunity to create co-dependence between a durable and consumable product. Next, partners with strong consumable brands and complementary capabilities where a partnership brings mutual benefit were targeted. AB/InBev + Jarden together developed a home draft system, Draftmark, giving consumers an opportunity to enjoy the fresh taste of high quality draft beer right from their refrigerator. A unique processing, packaging and dispensing solution developed by AB/InBev was coupled with an elegant, durable appliance that would hold the beer, keep it pressurized and let you dispense it just like a pro.

The Results

Initial test market cities showed promising results. One Sr. Buyer characterized the performance by saying, “early indications are the POS movement of beer exceeds the initial tests on Keurig K-cups. This is a winner”.

Caveat: working with partners is challenging – unique and misaligned objectives and priorities often prevail. The Draftmark program never progressed beyond test market despite positive initial indicators.

Endorsements

Working with Mary Ann is like a master class in knowledge management.

Jessica Bolger, Director Product Insights, Drinkworks (an ABInbev & Keurig JV)

Mary Ann has been both a partner and a coach…helping reinvigorate our consumer-centric approach on a global stage and enabling me to lead the way.

Paul Pritchard, GroupVP Global Product Design, Domtar

Mary Ann has the rare skill & insight to balance short-term tactical needs against the uncomfortable demands of an ever-changing business place and to meet these challenges head-on.

Jaclyn Suzuki, MADO

Mary Ann demonstrates a unique blend of deep strategic thinking and intense executional drive; both approached with a creative mindset that is second to none.

Asoka Veeravagu, Founder & CEO – Revolve

The workshop itself was like herding cats with various levels of senior and middle management. Not only did Mary Ann keep us on pace and on time but the workshop generated the output needed to keep our company pipeline on track.

Jessica Bolger, Director Product Insights, Drinkworks (an ABInbev & Keurig JV)

I greatly value Mary Ann’s ability to apply a wealth of experience to best fit our unique culture and challenges rather than forcing a canned approach.

Paul Pritchard, GroupVP Global Product Design, Domtar

Mary Ann is an effective, driven leader who understands the need for continuous innovation and transformation.

Jaclyn Suzuki, MADO

Mary Ann does an exceptional job at distilling the RAM dump of information brought to her and returning with a very succinct, realistic, and yet unique solution.

Lewis Fix, VP Pulp Sales, Domtar

Mary Ann was able to provide the right tools, communications, and coaching to get our team together and pull out the information and insights needed for our innovation workshop.

Jessica Bolger, Director Product Insights, Drinkworks (an ABInbev & Keurig JV)

Mary Ann has a keen ability to focus on moving forward, and she is also gifted at working future-back.

Asoka Veeravagu, Founder & CEO – Revolve

Mary Ann truly embraces the opportunity to listen first before recommending change.

Paul Pritchard, GroupVP Global Product Design, Domtar

Mary Ann led a large management team with confidence and savvy & unified their diverse needs into a concise, actionable vision.

Jaclyn Suzuki, MADO

Mary Ann does an exceptional job at distilling the RAM dump of information brought to her and returning with a very succinct, realistic, and yet unique solution.

Lewis Fix, VP Pulp Sales, Domtar