Situation: A diversified building products company sought outside assistance to develop a business case to more fully participate with a portfolio of select products and services aimed at the commercial construction market.
Approach: Principia helped define channel needs within target categories served among the A&D community, contractors, and property owners. Points of need and specific areas of improvement were identified. From the analysis, Principia recommended repositioning several product lines and expanding value-added services to better support the products in each key markets.
Outcome: The client implemented the new market-facing strategy and the sales resources required to meet the projected business plan. Within a three-year time frame, the client increased sales by 10% but more importantly increased its EBIT margins by 300%.
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