Industrial and Building Products

The industrial and building products industry includes a vast array of manufacturers and service providers. Company profits are under consistent pressure as traditional sales models exhibit diminished effectiveness. Growth must come from new sources and from more efficient and effective go-to-market structures as well. Sales and marketing functions have been particularly challenged by:

• Eroding margins in maturing markets
• Aggressive nontraditional competitors
• Consolidation throughout the industry
• Inflationary dampers on organic growth
• Evolving roles of channels and partners

In such a complex and swiftly changing market, customer focus is more important than ever. We have tackled these challenges head-on with many leading manufacturers, helping companies improve their sales and marketing effectiveness and productivity.

Our consulting engagements focus on creating a sustainable competitive advantage for our clients in a dynamic global marketplace, and cover a broad spectrum of sales and marketing capabilities.

We work closely with our clients to:

• Create growth strategies based on fact-driven customer insights, competitive understanding and market opportunity assessment
• Develop go-to-market models built upon needs based customer segmentation, customer-to-channel alignment and value proposition definition
• Design and optimize sales structures, including channel strategy, sales force sizing, deployment and streamlining of sales processes
• Build operational capabilities through effective expertise and tools that guide hiring, training and coaching practices; align and integrate performance management and compensation programs; and provide decision support grounded in rigorous sales and marketing analytics

If you would like to learn more about our experience with industrial and building products companies, we would be happy to discuss our insights regarding key challenges, critical success factors and proven approaches.