A diversified building products company sought to develop a business case to increase existing sales and margin in vinyl windows.
Principia helped define channel needs within target categories served among the builder community, window installers, and property owners. Points of need and specific areas of improvement were identified to better serve the share growth opportunity. Principia recommended repositioning several product lines and expanding value-added services with new dedicated sales organization to support the products more effectively in each key market and region.
The Client implemented the new market coverage model with the appropriate level of sales resources required to meet the projected revenue plan. Within a 2-year time frame, the Client increased sales by 10% to 15% in each region served.