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How one burgeoning brand (and Virgin Start-up beneficiary) switched gears to respond to changing times—and how big brands can help.

In 2017, UK-residents, Andy Deeley and Emily Fitch-Deeley, co-founded Fitch Brew, their cold brew coffee and tea company. For the past three years, they had been exclusively supplying local restaurants and bars.

About a year ago, they began planning to launch in the US. Little did they know what challenges were looming in the coming months. The pandemic and subsequent shutdown has caused some delays, and the couple lost revenue from their local customers.

Andy explains in a Virgin story, “The revenue we did get is no longer there because none of these places are open. It’s been really challenging.”

What did they do to keep business going? A shift in the way they do business.

“We’ve had to focus on online sales and we’ve diversified our product portfolio to include things like coffee beans and [bean] subscriptions…There’s a whole world out there with marketing and targeted ads, which we really haven’t tapped into enough and that’s something we’ll have to do,” Andy says.

These types of pivots and adjustments are becoming more and more common for Small Business Owners. (Sixty-six percent are pivoting per our recent study.) And they provide key opportunities for big brands to show how you, as a big brand, can help out.

Small business Owners, like Deeley and Fitch-Deeley, will be looking for partners that understand their need to adapt and are there will the products and services that can make it happen.

A shift to online business? That requires both hardware and software to make it happen. And a shift to delivery means new forms of transportation. Let them know you’re out there with products and services designed to meet their new and changing needs.

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