Situation
While well-recognized in the market for the quality of its products and customer service, this client continued to face sluggish sales and stagnant penetration across its various market segments.
Solution
We conducted a thorough competitive positioning analysis that revealed issues ranging from a lack of incentives for distributors to a perceived disconnect with customers, resulting in an overall passive market reception.
Results
Our recommendations included a concrete road map and action plan that the client used to re-engage distributors and restructure channel management with the introduction of key account teams.