Think Outside The Box

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

To reach those profitable, growing segments, the business had to stretch far outside their comfort zone in several areas. Research revealed a segment of consumers – casual entertainers – willing to invest in professional-grade products to take their party to the next level. And that’s where the inspiration for the Margaritaville Frozen Concoction Maker came from. Stretch occurred on all critical dimensions:

A unique product that brought restaurant quality Frozen drinks into your home was developed.
Performance, design and finish details delivered a high-end experience and became a central showpiece of the party.
A newly licensed brand to the portfolio with a loyal, almost fanatical consumer following set the value proposition and price point more than 3x current average in the blender category.
A non-traditional distribution strategy that required patience and no mass retail distribution for the first three years was executed.

The Results

By year five, the Margaritaville Frozen Concoction Maker business grew into a $100M accretive business with average margins more than 5 points above category average.

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