Case Study 03

Distribution study supports new channel strategy

Situation

The client manufacturers HVAC equipment which is sold through industrial distribution. One distributor represents the majority of revenues.

Outcome

Clarity conducted a broad analysis of the category, including research on the manufacturers of relevant equipment and leading industrial distributors. Our research identified shifts in positioning and competitive strength among both factories and distributors. These findings led to the client's tactical decision to pursue expanded relations with one distributor and the establishment of a new relationship with another. The specific approaches to these distributors reflected new intelligence about market trends, competitor activity, and the current Go To Market orientation of the relevant distributors.