
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 |