Hammer and other construction work tool in the shop

Targeting Market Segments for Supplies Wholesaler

The Challenge: Our client, a wholesaler of supplies to various resellers, was looking to evaluate and prioritize which reseller segments it should pursue in a quest to achieve $500 million in revenue growth.

Assessment: Blue Canyon undertook a detailed assessment of each reseller segment the client was interested in.  Blue Canyon identified the criteria to use to evaluate each reseller segment to determine which segment offered the greatest opportunity and also fit best with the clients offering and capabilities.

Strategic Solution: Blue Canyon identified three high priority segments, two lower priority segments, and two segments the client should avoid. Blue Canyon also developed detailed estimates of the potential revenue the client could capture through serving each of the segments.

Results: Blue Canyon was able to work with the client to identify which specific challenges the client would need to overcome to serve each segment. Blue Canyon also helped the client formulate the value proposition they should present to each potential reseller. The client has introduced its product into the new market segments and seen revenues climb.

Related Insights

Home Decor Products Manufacturer

PE-Backed Home Décor Products Company Makes Quick Turnaround and Recaptures Market Share

Challenge: A PE-backed home décor products manufacturer with a strong position in the value segment and retail channel was becoming bracketed by two major competitors. ...
Medical Supplies Company

Medical Supplies Company Introduces Higher Value Offerings through Segmentation and Pricing Strategy

Challenge: A global medical supplies company was seeking to obtain sustainable bottom line growth by changing health care perceptions and introducing higher value offerings to...
Blue toned desaturated picture of data with numbers printout with a scientific calculator and pens.

Growth Strategy for Data Aggregator in the Electrical Industry

The Challenge: An electrical industry data aggregator needed to evaluate the future viability of its business model and better align its capabilities with its customers’...
+
Industries
Across
+
Countries
+
Publications