A transportation company had a very large market share among medium-size fleets, but recognized its greatest opportunity was in large fleets. It had previously avoided selling to large fleets because they usually required discounts. The firm wanted help developing a strategy to penetrate and win in that new market.
What We Did:
S4 helped the company design and implement a national account management program to develop a sales force that could sell to large fleets. They used S4 Consulting’s assessment process and account planning to drive increased revenues.
Over the next two years, the company experienced a $40 million increase in incremental sales from large fleets.