Apexx Group - Driving Profitable Growth

National Distribution Company Case Study

A national distribution company has national agreements with a significant number of large companies
Most of these large national companies have multiple locations – some with substantial geographic dispersion
There was unclear accountability for communicating the national agreement across these widely dispersed locations; with varying support from national account managers, local sales reps, and internal champions at the accounts
Qualitative research indicated that purchasing and awareness were low across many locations within these accounts
These non-buying national account locations represented a significant unrealized revenue and customer loyalty opportunity

Develop and test a pilot program to expand product and service offerings within key national accounts

Select national account managers and accounts to participate in a pilot program
Set up control group to secure an objective pilot performance measurement
Develop process, tools and feedback mechanisms to help drive growth
Build a national account location database
Use inside sales to increase national agreement awareness and to identify and qualify sales opportunities for product/service offerings
Identify, target and convert additional non-buying locations within key accounts
Develop action plans to help identify and save at-risk accounts

Generated 1,400 new qualified opportunities within 35 participating national accounts
Grew revenue of pilot accounts by 30% in 4 months while also helping to lower operational costs
Increased account penetration (percentage of buying locations) from 30% to more than 80%
The initial 6 accounts resulted in $5 million of additional incremental revenue
One of the accounts had an incremental revenue potential of $11 million
Improved customer loyalty metrics