Case study 2
How We 6X’d Retail Sales by
Identifying Market Gaps
01
The Challenge
We wanted to dramatically scale our retail sales—not through incremental growth, but by several multiples. However, we were unwilling to achieve this by simply pumping more money into retailer promotions, gondola displays, or discounts, as these would eat into our margins.
Instead, we looked for an out-of-the-box approach: filling a market gap with a product people wanted but didn’t yet have access to. The key question was: how do you know what the market gap is before investing in a new product?
02
The Breakthrough Insight
Rather than guessing or looking to Western trends as we had in the past, we analyzed real sell-out data from one of our biggest retailers. We identified the top-selling SKUs in each category, particularly in chocolates and snacks, where some brands were moving hundreds of thousands of units per month in just one retailer.
Competing directly with these global giants was unrealistic—we were a smaller, niche, health-focused brand. But when we analyzed the healthy alternatives available for these bestsellers, we discovered a crucial insight:
Many of these top-selling products had no healthy version.
This meant an untapped market opportunity: if we could healthify these popular products, we could offer customers what they were already buying—but in a healthier format.
03
Validating the Demand Before Investing
Being customer-focused was key. We directly asked our customers:
- If we made a healthier version of this product, would you buy it?
- How much of a price premium would you be willing to pay?
The response was a resounding yes, and surprisingly, our core customer base—who were less price-sensitive—were willing to pay a premium for a healthier version. This gave us the confidence to move forward.
From Concept to Market in Record Time
Rather than investing heavily in R&D or manufacturing capabilities upfront, we took a lean approach to minimize risk and accelerate speed to market:
- Identifying Global Manufacturers – We attended trade shows and sourced manufacturers worldwide who could produce healthier versions of these products. However, finding the right partners was a challenge.
- Starting Small with Existing Packaging – To avoid large Minimum Order Quantities (MOQs) on branded packaging, we negotiated with manufacturers to send us small batches in their existing packaging.
- Local Repackaging for Fast Market Testing – We partnered with a digital printing company to create flexible, small-batch branded packaging. We repacked the products in our own factory and sold them locally as a trial.
- Scaling Up – Once the test batches proved successful, we had the confidence to invest in larger MOQs, printed packaging, and a robust supply chain. Instead of expensive air shipments, we optimized our supply chain by switching to sea freight, improving margins and reducing operational costs.
The Results: 6X Growth in Two Years
By leveraging real retail data, customer validation, and a lean approach to R&D, we dramatically accelerated our product development timeline from what typically takes years to just a few months.
This strategy helped us 6X the company’s retail sales in just two years, all while minimizing risk, reducing upfront investment, and bypassing the need for heavy promotional spending.