Consulting That Moves the Needle

The Challenge

A regional lighting manufacturer had outgrown its legacy rep network. Coverage gaps, misaligned incentives, and poor specification-market penetration were limiting growth in key metro markets.

Our Approach

We conducted a full channel audit, mapped coverage against target verticals, and redesigned the rep selection criteria. A structured onboarding program and quarterly business review cadence were implemented to hold reps accountable to specification activity — not just shipment volume.

The Outcome

Within 12 months, the client replaced 40% of its rep network with higher-performing agencies, expanded into three new metro markets, and grew specification-driven revenue by 31%.

The Challenge

A regional distributor serving California markets was fielding increasing questions about Title 24 and DLC compliance from contractor customers — but had no structured way to support them, losing sales to competitors who could.

Our Approach

We built a compliance advisory program for the distributor's sales team: training on Title 24 2022 requirements, a DLC-qualified product filtering tool, and a utility rebate lookup workflow. The program was packaged as a value-added service for contractor accounts.

The Outcome

The distributor launched the program to 60 contractor accounts. Within six months, 18 accounts had increased their purchase volume, contributing $1.8M in incremental revenue. The program became a key retention and acquisition tool.

The Challenge

A national lighting manufacturer was managing an LED portfolio that had grown organically over five years — more than 1,200 active SKUs, significant overlap between product lines, and a sales team that struggled to position the right product for each application. Margin was eroding as the team defaulted to discounting rather than differentiating.

Our Approach

We conducted a full portfolio audit: SKU-level revenue and margin analysis, application coverage mapping, and a competitive benchmarking exercise. A rationalization framework was developed to identify which SKUs to retain, consolidate, or retire. We then worked with the product and sales teams to rebuild the portfolio narrative — application-based selling guides, updated specification sheets, and a training program to help reps lead with differentiation instead of price.

The Outcome

The manufacturer reduced its active SKU count by 38% over two product cycles, eliminating internal competition and simplifying the sales conversation. Average transaction margin improved by 4.2 points as reps gained confidence in the rationalized portfolio. The sales team reported significantly higher engagement from specifiers and distributors.