Situation: A supplier of residential building products sought to expand sales through product line extension and geographic expansion. Client set an annual revenue goal of $100 million from new segments over a five-year period.
Approach: An evaluation of a range of opportunities was conducted with channel checks and field research through distributors, fabricators, architects and designers, and property owners. The evaluation was segmented by each of the client’s sales territories to identify regional trends and specific strengths and weaknesses. Finally, Principia recommended specific product strategies, key distribution partners, ancillary product requirements, and potential acquisition candidates.
Outcome: The client made acquisitions in two extended geographic regions and expanded product line in selected regions to drive over $75 million in growth by year three of its five-year growth plan.
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