Situation: A specialty roofing manufacturer felt it was not leveraging its overall market position as several related businesses with separate commercial and operational resources competed with one another.
Approach: Principia surveyed the market – distributors, contractors, competitors, the client’s sales organizations – and mapped the buying process. Market needs were identified by customer type and also the gaps between customer requirements and the performance of the client’s individual businesses.
Outcome: A $30 million first-year sales lift resulted from a single sales organization created with national and strategic account designations and a more coordinated effort on A+D specification selling.
Click the link below to learn about Principia’s Commercial Roofing report.