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Kubota
Competitive Cost with Long-Term Supply Stability Drive Good Outcomes
Executive Summary:
The Integration Group (TIG) proactively identified an aftermarket product gap and developed a product that would fill an end-customer need for Kubota. TIG also orchestrated a comprehensive launch — including pick, pack and ship fulfillment — that resulted in $250,000 in sales with a 25% ROI margin within just 12 months.
The Challenge:
TIG has a robust, enduring relationship with Kubota, providing critical supply chain and support services to its vast dealer network. This close collaboration offered TIG unique insights into the needs of Kubota’s end customers and potential gaps in aftermarket offerings. Rather than waiting for a request, TIG proactively identified a specific product need that would enhance the customer experience and provide an additional revenue stream for Kubota dealers.
Our Solution:
TIG took the initiative to propose a new aftermarket product concept directly to Kubota. Recognizing the value and potential of the idea, Kubota entrusted TIG to develop and launch this new offering. Our comprehensive approach included:
• Product Development: From concept to creation, TIG handled the complete development of the aftermarket part, ensuring it met Kubota’s quality standards and customer requirements.
• Logistics & Fulfillment: TIG managed the entire pick, pack and ship process for the new product — ensuring efficient order fulfillment directly to Kubota dealers.
• Strategic Launch within Dealer Network: TIG orchestrated a targeted launch designed to maximize adoption among Kubota dealers. This included:
• Dealer Portal Content: Creating engaging video content to educate dealers on the product’s features, benefits and installation.
• Bulletin Communications: Disseminating detailed messages to the entire dealer network, announcing the product and providing essential information.
• Digital Footprint & Sales Enablement: TIG provided expert input on the product’s online presence, including:
• Web Presence Strategy: Advising on how to best feature the new product on relevant platforms.
• SEO Optimization: Implementing strategies to ensure the product was easily discoverable by dealers and end-users online.
• Sales Forecasting: Partnered at the local (dealer, dealer group) level to establish a sales forecasting process — supporting those with limited experience in their day-to-day role.
Key Outcomes:
• Significant Sales Growth: Generated $250,000 in sales, demonstrating strong demand and effective market penetration.
• High Profitability: Achieved a 25% ROI margin, highlighting the product’s profitability and TIG’s efficiency.
• Enhanced Dealer Support: Equipped dealers with a valuable new product and seamless fulfillment for their customers.
• Validated Partnership Model: Solidified TIG’s role as a strategic partner, capable of not just fulfilling service needs but also identifying and capitalizing on new business opportunities for clients.
WHY IT MATTERS
This case study demonstrates how TIG’s long-standing, proactive partnership with Kubota led to a significant win for Kubota’s dealer network and end customers. Leveraging its deep understanding of Kubota’s operations and dealer needs, TIG not only provided essential marketing, product, packaging and distribution services but also proactively identified a market opportunity.
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