Comprehensive demand research and Go-to-Market model implementation for a startup
Tech-Ged from Lubawa produced great control modules, but their path from prototype to the store shelf took too long. We entered their office in October 2024 to cut everything from the process that was just wasting time and money.
The challenge
The problem was concrete: preparing a new batch of goods and gathering opinions from 3 main wholesalers took an average of 114 days. Due to these delays, competition from imports often overtook them by several weeks, grabbing the best contracts. We calculated losses from late premieres in Q3 2024 alone at 142,800 PLN. Salespeople were losing enthusiasm because they had nothing to trade, and customers stopped asking for new arrivals.
Our approach
We checked facts in the field. We sat on the production floor and in the logistics department to see where the hours were leaking. Our 3-person team watched how documents circulated between desks for the first 9 business days. It quickly came to light that it wasn't the machines that were slow, but the flow of information about technical specifications. Documents were waiting for signatures that no one needed.
The solution
We threw out unnecessary procedures and shortened the path from idea to the first invoice to a minimum. We implemented a simple reporting system and a direct communication channel with a network of 14 distributors. Now salespeople get technical parameters at the design stage, rather than after the first pallet is produced. Additionally, we trained 6 people from the sales department on how to close orders 19 days faster than they had before.
Results
Thanks to the changes, Tech-Ged released a new series of controllers in 32 days instead of the standard 114. The margin counts, and it increased because the goods reached recipients exactly when demand was highest.
Timeline
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October 2024Audit of processes on the floor in Lubawa and identification of bottlenecks
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November 2024Launch of a fast track for sending technical data
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December 2024Sales workshops for representatives and testing the new model
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January 2025Full start of the new product series and results settlement
"We were skeptical because we thought electronics production had to take a long time. Market Accelerator showed us that the errors lay in the paperwork, not in the soldering. Now we sell faster than the competition."