The Nature Company had grown from one store in Berkeley to a chain of more than 100 unique and marvelous stores throughout America, like other successful retailers, they had grown by instinct more than by plan. They had no formal marketing plan, minimal advertising and virtually no research.

Eventually, sales began to slip, and Marketing Pathfinding was retained to analyze the problem and propose immediate steps to correct the situation before the fast approaching holiday season. Frankly, it wasn't that difficult. We suggested all they needed to do was communicate the unique values that make The Nature company so compelling. Using the positioning line "Presents That Open Minds," celebrated the wonders of nature through the eyes of children, and stressing the educational benefits of Nature Company products, they went into the Christmas season armed with a modest sized campaign. And they came out with an immodest sales increase.