Case Study: a global chemical distributor achieves 10% margin growth with Alexander Group

Global Chemical Distributor boosts margin 10% with Alexander Group

The global chemical distributor faced hindered growth due to an outdated segmentation model. They engaged the Alexander Group for go-to-market model evaluation and design. The old model, based on historical data, provided no forward-looking potential, leading to ineffective resource allocation and a one-size-fits-all coverage approach that left many accounts underserved.

The Alexander Group implemented a new segmentation model based on account potential and redesigned sales roles. This included adding dedicated 'hunter' roles for new customer acquisition and reducing field seller account loads. The result was a 10% year-over-year margin increase, driven by improved customer engagement, reactivated dormant accounts, and more productive new logo generation.

Global Chemical Distributor