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Sales Resource Redeployment to Grow Share

Situation

A leading supplier of commercial roofing sought to focus its sales and technical resources at architects and roofing consultants to increase its share in specific regions of the country.

Approach

Principia’s Commercial Roofing data product quantified regional market demand allowing the client to determine relevant current share with its own sales data. Forecast product demand in each region was used to guide where and how best to deploy its resources.


Outcome

The client recently shifted as well as added resources to focus on selected building types in key growth markets that represent the best opportunities for its products.

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