Highly Trained Salesforce More Than Doubles Construction Manufacturer Specialty Products Sales in 5 Years

[SOLUTION]

We surveyed the dormant distributors and uncovered they were purchasing a significant volume of products—just not our clients’. This revealed our client’s market opportunity was much larger than they expected, and they engaged us to help them capture it. Because lumber is a commodity, low margin, and difficult to sell, the client also wanted our help increasing sales of their other, higher margin, specialty building products.

To do this, we became deeply embedded in our client’s business. We engaged the dormant lumber dealers meaningfully, built relationships, profiled distributor accounts for competitor and purchase history, and identified cross-sell opportunities. We equipped our teams with hands-on training, mentoring, and collaborative, 360-degree training that enables reps to become brand ambassadors and helps them tailor their approaches to make dealers more successful. We also provided them with distribution-center-specific training, ongoing coaching, and team cross-training.

This customer engaged us to reactivate its dormant distributors, but they’ve come to rely on us for so much more. Since they engaged us in 2018, our team has become integral to the client’s ongoing growth, pivoting to fill unexpected gaps. For example, for every new distribution center they open, we call on and warm up the leads. And when they transitioned their pricing/quotes/inventory/delivery software – we expanded their capacity, took orders for their overwhelmed Distribution Centers, and prevented significant revenue loss.

Ours is a relationship of ongoing discovery. We’re continually collaborating to find new areas of joint opportunity and growth, and the client often turns to us for help when they encounter new challenges that they lack the resources to tackle.