Trade · HND-003
Trade & Wholesale · DACH · 100–250 employees · Mid-sized GmbH
Score: 39 → 59 (+20 Punkte)
B2B specialist trade with a long-standing supplier portfolio and established field sales structures.
Initial Situation
- Online providers are taking margins out of the business
- Field sales bring in too few new customers
- Broad product assortment dilutes the positioning
IDEASCANNER Levers Applied
- Premium positioning as a consulting and solutions provider
- Cross-selling programs in the core customer base
- Multiplier sales via skilled trades
Outcome
Higher consulting and solution revenues, stronger customer loyalty and new multiplier channels.