Building Digital Capabilities
| CLIENT PROFILE |
| INDUSTRY Manufacturer – Industrial Equipment |
| SIZE $225M in Sales at Engagement |
| GEOGRAPHIC MIX Midwest United States |
| MARKET POSITION #3 |
| UNIQUE LINES OF REVENUE 3 |
| CHANNELS TO MARKET Direct Sales, Distribution, Rentals |
| 3-YEAR CAGR AT ENGAGEMENT 6-8% |
| BACKGROUND |
| Established industrial manufacturer selling 65% of revenue through a network of independent value-add distributors engaged CE2 to design general and individualized distributor KPI’s and establish those operating metrics in a digital commercial operations dashboard, creating alignment on market-moving activities and initiatives, a culture of continuous performance improvements and goal-setting, and informing client and distributor decision-making, planning and investments. |
| OBJECTIVE |
| Define measurements and criteria for success and build a digital platform to align manufacturer and its dealers on “true numbers,” comparative performance data and management insights. |
| PROJECT DRIVERS |
| Manufacturer and dealer enterprise value creation |
| Go-to-market strategy & planning |
| Investment decision-making |
| Gauging the performance of current investments |
| Day-to-day tactical decision-making |
| Dealer/dealer and Manufacturer/dealer collaboration on issues affecting strategic and economic success |
| DELIVERED |
| Central data collection and reporting tool for dealer management and programs |
| Communicate manufacturer expectations of dealer performance clearly and concisely |
| Create competitive tension among dealers using comparison data from reported industry metrics alongside peer dealer performance |
| Close information gaps with “actionable” intelligence |
| Pull together the dealer’s “business situation” |
| Informs manufacturer and dealer principal decision-making on go-to-market strategy and investment |
| Guides sales engagement processes, shift focus to market moving items and rankings |