Case Study: a truck rental client achieves sustainable revenue growth with Alexander Group

truck rental client targets 7.5% revenue growth with Alexander Group

A truck rental client, following a pandemic-driven boom, faced slowing demand and an inability to meet its goal of increasing revenue by $1 billion over five years. Its growth was identified as opportunistic rather than proactive. The client engaged the Alexander Group to conduct a detailed sales design initiative for its Business Unit B division to address these challenges.

The Alexander Group implemented a comprehensive go-to-market strategy redesign across nine key workstreams. This included redefining account prioritization, sales coverage, organizational structure, territory alignment, and compensation plans to focus sellers on high-value prospects. The Alexander Group anticipates these changes will drive a 7.5% revenue growth by the end of the third year, alongside improvements in customer retention and new account capture.