It's tough at the top

Intuit was looking for some help in finding new channels. It's tough being number one in your market...it makes it hard to grow. And traditional thinking that works in one channel can't be counted on to work in new markets.

So the Quicken team turned to me, because of my experience in finding new markets. They had heard that I designed and introduced a Memorex-branded, budget-priced product line and sold 600,000 units in 3 months in resellers such as bookstores and supermarkets and generating more than $2,400,000 million in sales, and they were hoping that what I did for Memorex I could do for Quicken.

I helped create a series of plans to introduce Quicken products in a variety of non-traditional software channels including bookstores, college and higher education markets, supermarkets and drug chains, as well as others. Part of the secret is finding friendly distributors who already service these markets and look for incremental revenue. Another part is modifying your product to fit the needs of the new market, rather than trying to fit your product in a new market.