Developing a market entry strategy and commercial model for global expansion

Overview

Reservoir Partners partnered with Eira Mineral Water to support its expansion into Australia, developing a comprehensive route-to-market strategy and commercial plan. Eira is a premium Norwegian mineral water brand and Michelin's global water partner, with distribution across leading fine dining restaurants internationally.

The Opportunity

Eira identified Australia as a key growth market but required a clear route-to-market strategy, a commercially viable operating model, and a structured plan to achieve profitability within 3 years.

Our Approach

Reservoir Partners led the development of the Australian market entry strategy. We conducted category, channel and competitor analysis, defined market access and growth strategy, and developed a multi-channel customer acquisition strategy across fine dining, hotels and retail. We built a detailed 3-year business plan supported by P&L analysis and financial modelling, delivered pricing, margin and value chain analysis including CIF and wholesale scenarios, defined operational requirements including logistics, warehousing and fulfilment, and aligned strategy with both consumer and B2B marketing approach.

The Outcome

This engagement demonstrates how a disciplined route-to-market strategy and commercial model can support successful expansion into new markets. A clear link between strategy and commercial outcomes, deep understanding of premium hospitality and retail channels, and an end-to-end model covering demand, pricing and operations were the foundations of its success.