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Insulation Growth Opportunities Within Specific Territories

Situation

A leading manufacturer of spray polyurethane foam insulation needed to understand what opportunities within each of its sales territories were being ceded to competitors. However, the company lacked a clear understanding of total SPF demand by region and territory.

Approach

Principia integrated the Client’s custom territories into our proprietary market demand model for the insulation market, a comparative analysis with the Client’s current sales by territory created an index to depict where the company was winning and losing. This index was updated monthly and has become a key measure for the company to approach contractors in targeted states to track progress against Client’s sales goals.


Outcome

The Client is working with identified specific contractors in California, Texas, and Florida to develop partnerships for future growth.

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