In 2013, we reached out to a CPG company that had chosen to manage its Walmart business from the corporate headquarters. The leaders felt that it would be too costly to have a local office with close proximity to their buyer.
We were able to convince the company that if they hired a part-time person locally, it could cut their trips to Bentonville in half and actually save the company money. Fifteen months later the company promoted its part-time analyst to manage the entire account. The business at Walmart has doubled and is attributed to having more access to their buyer.