Impact on Sales Growth Through Channel Transformation
Typically, in the B2B engineering industry, manufacturers have their own field force. With an alternate thinking process, our client was unique in the market, depending on dealers to create the market and build their brand regionally, by providing prompt service, thereby owning a customer locally. The transformation process involved identification of common pain points, aspiration of the constituents of the group, building new products and mentoring them regularly, and building various strategies unique to each region.This facilitated a growth of 50% in the number machines sold over a period. The highlight of growth is on the background of not so significant growth at industry and a troubled financial position of the company. It is a clear evidence of turnaround through collaboration of employees and dealers of the company supported by customers.