Case study · Industrial distribution
From territory-by-territory improvisation to one commercial system.
Global construction equipment distributor
- Client
- Global construction equipment distributor
- Sector
- Industrial distribution
- Stage
- Enterprise
The client
The business
Distributes construction equipment, tools and consumables to contractors in multiple countries, through dealers and its own sales teams. Its core operation is sourcing, warehousing and moving equipment to market, supported by a territory-based sales organization.
The starting point
The challenge
Growth across many territories had produced inconsistent pricing, uneven channel performance, and little visibility into which markets and dealers were truly profitable.
The transformation
What changed
- 1Segmented territories and channels, each with a clear growth role
- 2Introduced pricing and discount governance
- 3Rolled out KPI scorecards by region and dealer
- 4Established a regular sales operating rhythm across markets
The result
Growth, on a stronger foundation
- A consistent commercial approach across regions
- Leadership visibility into profitability by market and channel
- Sales resources focused on the highest-potential territories
These are real businesses Shermand has served over time. To protect our clients, names and sensitive information have been withheld. More details, and references where clients agree, can be shared on request.
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