Case Study · Consumer products
Wellness brand landed national placement in physician offices without giving up its margin
A health and wellness brand had a distribution offer on the table, but the terms would have erased its margin. The firm renegotiated the structure so the brand got the placement and kept its economics.
Margin protected
100%
Physician offices reached
1,000
Weeks to signed agreement
6
Pricing tiers structured
3
Situation
A health and wellness brand had built real demand direct to consumers and wanted to reach patients through physician offices. A distributor that serves practices was interested, but the terms on the table would have taken most of the brand's margin. Placement at that cost is not growth. It is volume that loses money on every unit. The brand needed the access without the deal that came with it.
Approach
The firm stepped in before the brand signed. We knew what the distributor actually needed to say yes, and it was not the margin concession on the table. We restructured the agreement around volume commitments and a tiered pricing schedule that protected the brand's unit economics while still giving the distributor a reason to move. We ran the negotiation directly rather than coaching from the side.
Outcome
The brand secured placement across a national network of physician offices and held its margin in the process. The product reached patients at scale without the per-unit loss the original terms would have locked in. The tiered structure gave both sides room to grow the relationship instead of fighting over every point.
Same service line