Situation: A leading building products company was under-performing in properly serving its short-line distributors. The company had lost ten share points over a three-year period.
Approach: Principia helped define the needs of the company’s distributors and trade customers and then developed a new strategy to better serve the channel.
Outcome: Recommendations included expanding value-added services to the portfolio and reorganizing resources to more effectively serve distributors in multiple regions in the U.S. The client gained a better understanding of serving the market, including demand patterns and customer requirements. Ultimately, the client recovered over seven share points and improved profitability within 18 months in this important market channel.