Commercial & marketing consultancy

TRUE
ZERO51

Enterprise-grade commercial structure, street-level speed. We build, unblock and scale sales operations for fashion, streetwear and sports brands.

Wholesale Retail Distribution Licensing Brazil · LATAM · USA
Talk to TRUE See the reach

01 — Reach

Where the operation reaches

A structure that covers everything from the neighbourhood retailer to the global contract, with the same standard of execution.

Principle

Sustainable, comparable growth.

Growth that holds up the following season and that can be compared — same base, same territory, same channel, year over year. Volume bought with margin or pushed as inventory onto the customer does not count. What matters is the curve that is still standing after the consultancy leaves.

/01

National coverage

A commercial team present in all 27 Brazilian states. Capital and inland coverage, with dedicated representation per territory and a service routine at point of sale.

27states
/02

LATAM coverage

Active operation in seven Latin American countries, with a local read on market, price and channel in each of them.

  • Brazil
  • Argentina
  • Uruguay
  • Chile
  • Ecuador
  • Colombia
  • Peru
7countries
/03

Global coverage

Operating bases in Brazil, Mexico and New York — product, business and brand relationships running across the three time zones.

  • Brazil
  • Mexico
  • New York
3bases

Adaptable models

The model adjusts to the brand and the moment, not the other way around. It can start as one and move to another.

/01

Distribution

The brand sells to the operation, which takes on inventory, logistics and credit risk in the local market.

/02

Representation

A commercial structure and retailer portfolio working for the brand, on commission over the order placed.

/03

Licensing

Contracted use of the brand for a collection, category or territory, with royalties and approval control.

/04

Production

Local product development and manufacturing, shortening lead time and import cost.

02 — Practices

What TRUE does

Four practices that work together or on their own, depending on where your operation is stuck.

/01

Commercial structuring & GTM

Channel, territory, commercial policy, price list, targets and collection calendar. From the distribution map to the order placed.

  • Go-to-market
  • Commercial policy
  • Channel & territory
  • Forecast
/02

Marketing & branding

Positioning, narrative, launch and drop planning, content and media. The brand arrives before the salesperson.

  • Positioning
  • Launch & drop
  • Content
  • Sell-through
/03

Team management & performance

Team design, KPIs, management routine, training and mentoring for commercial leadership. A team that runs on its own.

  • Team design
  • KPIs & routine
  • Training
  • Mentoring
/04

Licensing & LATAM expansion

Bringing international brands into Brazil and LATAM: licensing, distribution, representation and execution at point of sale.

  • Licensing
  • Distribution
  • Representation
  • LATAM

03 — Cases

What this looks like in practice

Situations led by the founder. Client, brand and project names withheld for confidentiality.

/01

A global brand entering a market where it had no structure

Situation

An international brand with strong consumer demand and no commercial operation in the country. Scattered distribution, no commercial policy and no read on territory.

Action

Over a year of preparation before the first order: segmentation, positioning and channel design. Recruiting representation by region and building the commercial policy.

Outcome

A national launch on the planned calendar, with an active wholesale channel and the brand placed in the right point of sale, not just any.

/02

A stuck operation, turned around in one annual cycle

Situation

Flat revenue, bottlenecks between production and delivery, an incomplete commercial team and a wholesale channel that barely existed.

Action

Diagnosis from inside the operation, bottleneck mapping, key roles created on the team, closer partner relationships and the opening of the wholesale channel.

Outcome

+800% revenue over the prior year, with the structure in place to hold the number the following season.

/03

A collaboration with three licensors and a short window

Situation

A launch with a fixed date, three licensors at the same table, and production and import sitting on the project's critical path.

Action

Contract and commercial discussions run in parallel with product development, using in-house production to shorten lead time.

Outcome

78.9% e-commerce sell-through in the first week, product on shelf on schedule and media reach above projection.

04 — Method

Four movements

The order matters. Each stage starts only once the previous one has delivered what it owes.

01

Diagnosis

Inside the operation. Numbers, funnel, team, inventory, channel and margin — no PowerPoint.

02

Map

Where the bottleneck is and where the money is. A plan with an owner, a deadline and a target.

03

Execution

Hands in the operation: structure, hire, negotiate, open territories and place orders.

04

Routine

KPIs, management rituals and an autonomous team. The consultancy leaves, the result stays.

05 — Who signs it

Gustavo Rocha

TRUE ZERO51 comes out of a career built inside the operation, not next to it.

Founder

GUSTAVO
ROCHA

Country Manager LATAM. Global streetwear, luxury and sports licensing brands across Brazil, Latin America and the United States.

Based in
São Paulo, Brazil
Markets
Brazil, LATAM and the United States
Languages
Native Portuguese and Spanish · advanced English
Degree
UniRitter — Business Administration
Education
FGV — Marketing
MBA
FAAP — Team Management and Leadership
Certification
E-commerce & Digital Marketing Management — ComSchool
Leadership

Multi-market commercial leadership

Accountable for wholesale, retail and distributors across Brazil, LATAM and the United States, with commercial, marketing and trade teams running in parallel.

Expansion

Opening the wholesale channel

Designed and opened a nationwide wholesale channel from zero: territory mapping, recruiting representation, commercial policy and relationships with multi-brand retailers.

Brand

Global brands entering Brazil

Over a year of market preparation — strategy, segmentation and positioning — up to the national launch of international streetwear, luxury and sports brands.

Licensing

Sports licensing and collaborations

Negotiating and executing licences and collaborations between leagues, clubs and brands: contract discussion, product line, production and on-time arrival at point of sale.

Teams

Building and running teams

Building commercial structures, creating key roles, running management by indicator and mentoring leaders who now run the operation themselves.

06 — Contact

Bring the commercial problem. We bring back the plan.

First conversation at no cost: 45 minutes to understand the operation and say, plainly, whether TRUE ZERO51 is the right partner for where you are.

Email [email protected] → LinkedIn Gustavo Rocha →
Coverage BRASIL · LATAM · USA