Research
Consulting

Identifying Opportunities Within Specific Sales Territories

Situation

A leading two-step distributor wanted to map its market coverage based on supplier brands carried and how its competitors were positioned in each local market served.

Approach

Channel demand and specific dealer locations for each product category were analyzed to determine usage patterns and existing placement. Sales resources were given specific local demand profiles for each target customer to discuss how to grow the local market together.


Outcome

The client targeted dealers in select locations where the opportunity to expand existing share or capture new customers was identified.

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