Growing Market Share
Who: A global leader in the commercial cleaning industry and manufacturer of products for the Commercial and Institutional markets. They boast a broad coverage of customer segments and have a deep brand portfolio and complex product mix.
Business Problem: Emerging from the COVID pandemic, our client’s Sales & Marketing leaders sought insights in the ‘new normal’ to drive market share and better own their market position. This manufacturer looked to Precision for fact-based insights to help prioritize their product and marketing investments as well as data to equip their vertical sales force with the right sales targets.
Precision Action: Utilizing Precision’s market data and proprietary statistical models, we were able to assist our client with the following:
- Revealed the current share of market across their most coveted categories and customer verticals
- Leveraged Bayesian modeling, statistics, and sampling to represent 100% of the market
- Quantified ‘size of the prize’ and identified share gain opportunities by category and customer vertical to guide sales team
Outcome:
$8.1B Opportunity
Precision’s analysis identified an $8.1B opportunity between the size of total in-scope market and manufacturer’s share of that same market. In addition, capitalizing on attractive and fragmented markets where no clear market leader was present, the manufacturer stood to gain +3% share ($267M) across the same in-scope market.
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