Truck Parts Distributor Drives Organic Growth

February 6, 2015

Like many B2B companies, FleetPride, the leading supplier of heavy-duty truck and trailer parts in the U.S., knew there was a significant opportunity to increase wallet share and grow revenue. After a period of growth through acquisition, it was apparent that organic growth had stalled. The executive team wanted to grow company revenue by 10 percent on a same-customer sales basis and increase retention by 50 percent. But manual analysis failed to address the complexity of the business. This video reveals how prescriptive sales guidance led to more wins in the field, and a 20 percent increase in revenue on a same-customer sales basis.

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Whiteboard Video: A Tale of Two Distributors
Whiteboard Video: A Tale of Two Distributors

This is the story of two high-level managers responsible for pricing at industrial distribution companies. ...

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