Case Study:
Distribution Network Services Provider

Client Overview

Client is a Distribution Network Services provider specializing in customized store delivery programs for retailers and companies with scheduled replenishment needs. They use the pool distribution model with multiple pool centers that handle trans-loading of cartons, skids and unique products.

The Challenge

• Identify potential sectors with attributes and needs that are compatible with the company’s operational capabilities and capacity.
• Define the value proposition and market potential for target sectors; Identify best ways to reach target companies within the sectors.
• Develop marketing and sales plans that will enable growth in the target sectors.

Tompkins' Role

• A revenue goal, five-year growth plan, and performance measures were identified for each targeted industry sector.

  Performed internal interviews with client sales force and pool operational managers;
• Performed external interviews with key client customers:
  • Conducted a market scan to evaluate potential sectors for growth,
  • Established criteria to analyze and prioritize the target sectors,
  • Conducted further research on the top 2-3 target sectors,
• Developed online survey sent to industry transportation contacts to understand use of pool distribution and un-met needs.

The Results

• Customer interviews determined that the client needed to provide consistency in operational excellence across all pool distribution centers.
• A market scan identified four target industry segments for diversification, including hospitality, publishing, healthcare supplies and reverse logistics.
• For each target industry, Tompkins provided the following:
  • Target revenue and five-year growth plan
  • Focus on the right accounts and the right solutions
  • Complete understanding of how customers grow profitably
  • Applicable marketing and sales resources and materials
  • Path to provide solutions, not just commodity services
  • Industry-specific performance measures

Learn more about Tompkins' Strategic Market Planning services.