Serving manufacturing and distribution leadership teams pursuing market-leading growth
Typical client profile
Go-to-market path
We work with distributors and manufacturers that sell direct, through distribution or a combination of both.
Distribution
MFG > Distributor > End User
Direct
MFG > End User
Hybrid
MFG > End User
MFG > Distributor > End User
Key characteristics
Product Offering
Tools, equipment, machinery, chemicals, commodities, systems, capital equipment
Channels
Distributors, wholesale, buying groups, eCommerce
Markets
Industrial, MRO, automotive, construction, aerospace & defense, agriculture, food processing, government, energy, natural resources, oil & gas, technology & telecommunications, transportation and utilities
Sales Force
Direct, sales agencies, field, inside and digital selling teams
Annual Revenue
$50M – $300M in annual revenue for manufacturers. $150M – $2B in annual revenue for distributors.
Selling Environment
Range from reordering products to complex solutions involving numerous decision makers
Geography
Americas, Europe, Asia Pacific and Middle East/Africa
Engagement Scope
Our minimum engagement is $50K with most clients ranging from $350K – $1M annually
Challenges we help manufacturing and distribution leaders overcome
Leadership
- Establish a vision for sustainable growth among leadership teams
- Align the efforts of product-category, sales, marketing and service teams to elevate customer value
- Differentiate your positioning, offering and go-to-market from the competition
- Streamline organizational efforts through highly efficient, turn-key growth initiatives
- Develop a company culture of excellence and innovation
- Amplify the power of your brand while capturing new market share
Product & Category
- Provide comprehensive strategies to help maximize return on innovation and category management
- Determine best ways to avoid stagnation and minimize cost of unsold inventory
- Create emotional connections with customers through dynamic positioning strategies
- Utilize expert pricing analysis to make sure you’re hitting well-targeted goals
- Conduct voice-of-customer research to see your products from buyers’ perspective
Marketing
- Identify segmentation strategies that will capitalize on growth opportunities
- Create a competitive advantage by magnifying your value for customers
- Capture digital feedback to measure market performance and readjust accordingly
- Deploy targeted, account-based marketing strategies and best practices
- Cultivate thought leadership content to influence buyer behavior
- Create compelling, engaging events that maximize customer interaction
Sales
- Create customized, highly effective sales support techniques to help close deals
- Utilize engagement analyses to help you speak more clearly to customer needs
- Mobilize your organizational value to enhance channel sales efforts
- Emphasize lifetime customer value when targeting growth opportunities
- Generate buyer preference insights that help target buyers more effectively
- Optimize CRM lead management process to convert leads into customers