Measure

• Generated priority list of 50 underserved markets that represented substantial sales opportunities
• Motivated numerous dealers to add sales staff and pursue previously unidentified customer prospects
• Accelerated sales growth by refining corporate sales and marketing strategy to better align with key vertical markets

Execute

A Channel Analyzer was developed which combined client’s sales data with existing industry research. Statistics were mined to create an objective comparison of existing channel partner performance alongside the market’s sales potential.

Customer demand was then compared to channel coverage which allowed client to prioritize markets for future channel growth. Existing partners are provided quarterly reports to monitor performance and guide improved sales at the local level. An ongoing process was established to accurately identify and evaluate potential new partners’ success.

Formulate

Provide reporting to evaluate current partners in order to set optimal sales goals. Develop strategy to enhance and grow distribution network.

Discover

Analyze Club Car’s channel partner performance and identify markets that are not being effectively served.

Supported by Nelson Schmidt’s proprietary NS-Metrics strategic planning process, Club Car increased its distribution network and improved the sales performance of existing channel partners.