Strategy Development Niche Building Products Distributor

Case Study: Strategy Development

Niche Building Products Distributor


Client Objective

Evaluate strategic alternatives to grow sales by expanding its product range and/or tapping adjacent markets.

NHR Approach

  • Segmented broader market and assessed key trends based on extensive secondary research
  • Estimated size and growth rates of adjacent market segments
  • Analyzed purchase behavior, likes and dislikes, via web survey of current and potential customers
  • Interviewed 20 market participants, including customers, competitors and industry experts

Value delivered

  • Prioritized a series of near- and long-term growth initiatives
  • Highlighted major sales opportunities, including adjacent segment and specific high-potential target customers
  • Helped client refine go-to-market strategy, including web site redesign & specifics of extended product offering