Case Studies

  Case Study Abstract

• Industry:  Nonresidential architectural door hardware
• Project:  Identify growth opportunities in Wholesale Dealer Channel for manufacturer’s       products
• Goal:  $15M annual revenue increase

Preparation:  

1. Gathered annual sales data, organized by product line and sub category and channel organization and peer group
2. Evaluated brand and product line penetration across channel partners within their peer groups, looking for volume mix differences 
3. Estimated revenue & margin opportunity to close the gap for under-performing channel partners

Implementation

1. Worked with sales to close distribution voids and expand penetration with targeted customer promotions
2. Presented with sales team directly with select wholesalers, positioning the target product line as a missed market opportunity
3. Tracked results & followed up with Sales

Results:  

1. First year implementation resulted in a $5.7M increase in sales
2. Closed 28 distribution voids 
3. Plans to repeat the efforts in year 2 

Case Study Abstract 

• Industry:  Industrial combustion
• Project:  Grow the aftermarket business for the manufacturer of industrial combustion equipment
• Goal:  $5.0M annual revenue increase

Preparation:  

1. Gathered annual sales from company’s aftermarket sales
2. Interviewed sales and customer service teams, learned that all outbound sales efforts were focused on new construction and refurbished systems projects, while customer service was taking inbound calls only
3. Evaluated capabilities of combustion dealers in a variety of markets, assessed their teams’ ability to service our customer base

Implementation:

1. Developed a channel discount program and pricing model
2. Created a program where the channel partners were incented to expand their reach, attend product training and become an authorized aftermarket partner
3. Piloted this approach with three dealers in a confined market area

Results:  

1. Training program developed
2. All three dealers signed up for the program
3. Incremental sales of $1.4M in first year

Case Study Abstract

• Industry:  Industrial combustion
• Project:  Redesign the sales incentive plan for a company that sold industrial equipment, replacement parts and large scale industrial systems
• Goal:  10% annual revenue increase following a 10% revenue decline the previous year

Preparation:  

1. Reviewed previous sales incentive plans over a 3 year period
2. Interviewed sales and finance teams and CEO to get their feedback
3. Established annual revenue & EBITDA goals for the company, sales regions and territories

Implementation:

1. Built a three tier incentive plan with escalating payouts for meeting, exceeding, far exceeding sales goals
2. Incentives were paid annual as a percent of base salary
3. Payouts were split into two components: orders & sales
4. Incentive pay for long lead time systems orders prevented some in the sales team from leaving the company after the big order

Results:  

1. Company exceeded order targets by 10%
2. 100% Sales retention