Growth Strategy for a Vehicle Manufacturer

The Challenge: A leading manufacturer of commercial vehicles was facing increased competition and pricing pressures from competitors and, as a result, was exploring new opportunities for growth in the North American market. The client was concerned about delivering short-term sales while building its organization to increase vehicle penetration through a new product launch.

Assessment: Blue Canyon teamed with the client to identify how to integrate key product and services offerings into a solution that would appeal to owners of the major fleets. Blue Canyon also analyzed the clients’ product assets and organizational capabilities, which included both direct and dealer sales.

Strategic Solution: Blue Canyon recommended an integrated solution that would better address the fleet’s needs to partner with a critical vehicle supplier. Blue Canyon developed a five-year plan to invest in the business and show both near-term and longer-term results. The plan included organizational development and investments in key product enhancements, marketing and sales capabilities. We also identified short-term action plans to exploit opportunities in the market at the same time that the transition was taking place to a new sales model appropriate for sustained growth.

Results: Revenues grew an incremental 8% in Year 1, with revenue projections ramping up to an incremental 27% by Year 5.

Related Insights

Specialty Chemicals New Market Entry

New Market Offering Leads to Immediate Hundredfold Increase in Operational Margins for Specialty Chemicals Company

Challenge: A specialty chemicals company and supplier of premium additives to the paints and coatings industry was realizing large storage costs for a post-production, excess chemical...

A Security Solutions Manufacturer Addresses Potential Disruptors in New Construction Market

Challenge: A security solutions manufacturer wanted to better understand the potential disruptors and changes underway in its core market of new construction sales. While it...
automatic robot assembly line in factory

Manufacturer Recognizes Value in Technology to Drive New Business Model

The Challenge: A leading manufacturer recognized the value that would be created for a variety of parties, by use of its remote diagnostic and predictive maintenance...