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Increased Sales Through Distributor Partnering

Situation

A manufacturer of exterior building products sought to partner with new two-step distributors and wanted to share specific market knowledge for customer targeting.

Approach

Several two-step distributors were initially targeted for a pilot program. The client overlaid dealer coverage on top of territory demand for specific locations at each two-stepper. Sales personnel were redeployed to aim resources at specific demand pockets within each territory.


Outcome

The client secured several distribution locations for a few key distributors resulting in nearly $10 million of new sales in the first year. The client continues to use this supply-demand data to drive distributor engagement and collaboration in other targeted markets.

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