A designer, manufacturer, and installer of outdoor surfacing solutions faced pricing challenges in a competitive market.
Performance was at or below competitor level, driven by low sales coverage, unclear account prioritization, and underdeveloped strategic accounts.
The client needed to strengthen sales coverage and prioritize account development to better compete in the market and drive growth.
We conducted diagnostics to identify performance gaps and growth opportunities.
Based on test findings, we defined a commercial strategy focused on sales structure design, customer segmentation, and a value-based pricing model.
We performed transactional analysis, customer value research, stakeholder interviews, and field visits to establish clear commercial priorities.
The new pricing model and sales structure improved sales execution and price realization.
This new approach delivered an annual uplift in sales and pricing of 5.9%.
It also introduced a hunter-farmer model to accelerate new business acquisitions, established a sales playbook, and defined a customer-led architecture to support scalable growth.
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