Our Business Is To
Let’s talk about your end-to-end growth solution. Set-up a free consultation with our Business Development Solutions Team.
If You Are Facing These Common
Growth Challenges, We Can Assist
Poor Data Quality
Lack of data management means unmarketable customers and millions of dollars in lost revenue.
Traditional field sales models cannot effectively serve all customers and prospects in all markets.
Lack of Personalization
Communications lack segmentation and do not address the varied target markets.
High Cost of Sales
Costly talent and resources are reducing product margins and hurting gross profitability.
Low Customer Retention
Current engagements are not driving customer loyalty or maximizing the value of customers.
Rising Customer Expectations
Not meeting customers where they are in the buying cycle or via the channel they prefer.
34+ years building and executing go-to-market strategies for major building products brands
600k+ relationships managed in our master channel database across the R&R industry
11.5k average sales activities performed each month by our inside sales professions
$1.5B in revenue generated annually for our clients
Business Development Solutions
Achieve The Outcomes You Need with MMC
“From strategic targeting to campaign execution and relationship building; MMC has the professional services we need to grow and succeed.”
Do You Experience The Following
Channel Sales Stress?
On average, a building products sales rep is assigned 100 or more accounts, but can only effectively manage and grow twenty to thirty accounts. In a field sales model, there is simply not enough time to reach all customers without support.
This phenomenon causes time to be taken away from accounts that can be grown and spreads reps too thin, making it impossible to achieve optimal performance.
Another principle proven through long-term analysis of companies is the 80/20 rule; which states that 80% of revenue is generated by the top 20% of customers. These 20% are high-value customers and average double-digit growth. On the other hand, low value, unassigned accounts average 15% attrition, occasionally reaching up to 40%. Often, this is caused by not truly analyzing sales data to understand the inequality between accounts, but sometimes is the result of a conscious decision to not focus on low value accounts because the economies of hiring sales staff to manage these accounts is unrealistic.
Distributors often see that sales of newly introduced products or high margin accessories don’t perform to expectations. To truly reach and educate all accounts, communication must come through multiple channels, or many accounts and/or decision-makers will not be exposed to cross-sell and up-sell opportunities.
While field sales reps are very effective in the highest value accounts where the most time is spent, a recent CEB study shows that B2B customers complete an average of 57% of their research through other channels, before engaging field sales. With that being the case, not rounding out your communications toolset with other channels, especially email and digital engagement can result in missed education and sales opportunities.
Very often, support programs such as rebates, loyalty, and marketing assistance programs are underutilized in the B2B space. Time over time, our clients show that there is a systemic lack of process and resources to ensure that programs and their value are communicated to all customers consistently.
Learn How We Have Helped
Leading Organizations Grow
Reaching long-tail customers for major MRO distributor
Sales increase in just 8 months
Partnering with pool equipment manufacturer to launch D2C program
Close rate of qualified leads
Managing and growing accounts for largest HVAC manufacturer
Year partnership with MMC
Let’s Talk About Growth In A Whole New Light
It’s completely free to speak with our Solutions Development Team about your growth challenges and goals. Drop us your information or contact us directly. We look forward to hearing from you!
“MMC is an outstanding business partner. They know data and have been able to dissect the information into manageable marketing segments that have helped us grow our business and name recognition exponentially. Thank you, MMC, for helping us grow!”