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Channel Strategy Optimization in Residential HVAC Distribution

Situation

A distributor of HVAC systems sought to reevaluate its entire go-to-market strategy as part restructuring its sales organization and resource allocation.

Approach

Internal and external assessments were conducted with company personnel and through channel checks and field research. Principia also mapped how distributors targeted and reached customers, channels to market, and then recommended changes to the client’s sales coverage model, as well as its sales structure and management.


Outcome

The Client initiated the sales transformation actions, which resulted in year-over-year sales increases of 19% over the past two years and a more streamlined approach to serving its national and regional customer base.

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