Home Products & Solutions Case Studies Case Study: How Pinpointing a Problem Channel Revealed a $4MM Opportunity
Industry: Home
Solution: Analytic Reporting / Sales Territories

Business Challenge

A recent share slip led the SVP of sales for a leading kitchen appliance corporation to consider realigning resources to reverse course. But conflicting reports from the field were stalling the process. Given the lack of consensus on where the problems were, her team came to us to get the hard answers.

What We Found


An SVP of sales came to us to get the hard answers about the drivers of a recent share slip.

How We Helped

What We Found

Our mission was to identify the sales territory that was dragging share down – and to help the team reverse the trend. Our Analytic Reporting/Sales Territories solution pinpointed the lagging territory and identified the competitor stealing share.

Outcome


We pinpointed the lagging territory and identified the competitor stealing share. The client was quick to take action and recaptured $1MM in revenue.

How We Helped

Allocating additional resources to that troubled territory—and investing in some additional local marketing—reversed the trend, recapturing $1MM in revenue.
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