We created a channel strategy for a building products manufacturer
Vision
A private equity-backed building products manufacturer needed a plan to accelerate sales growth
Work
We used a range of creative methods to size and evaluate market segments, validate the client’s value proposition and prioritize growth opportunities
DATA ANALYSIS to identify product, segment, and geographic sales trends
MARKET SIZING to validate market size and share across channels, end markets and geographies
CONTRACTOR SURVEY to uncover purchasing criteria and benchmark performance to competitors
EXPERT INTERVIEWS to map the purchasing process and market dynamics
Results
We drew attention to an underreported channel.
We highlighted concentration risk in the client’s account growth.
We helped prioritize growth segments.
We developed a new sales model and strategy to drive growth.
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