Direct selling and servicing underserved accounts

Implementing a supplemental channel to allow a better customer experience

At a glance

Company Type

HVAC Manufacturer

Target audience

Hotels, Senior living, University housing

Size of audience

80,000 Commercial Properties

Results

4-6%

Attrition before channel 80/20

10%

Of their direct sales are through MMC sales process

2nd

Highest annual sales volume amongst national distribution and legacy resellers

Challenge

A dominant brand and manufacturer with the highest share of market needed to reinvent it's sales strategy from a program selling many units at once to new construction into a replacement market strategy.

Solution

Through the combination of digital marketing, lead management, and inside sales with predictive analytics MMC identifies location and end of life sales opportunities to build sustainable high-value relationships with all accounts not being covered by direct sales team nor resellers including national account locations, buying groups and property owners.

Results

Increase year over year share of market while decreasing clients cost to serve and delivering a better customer experience.

Experience MMC in action!

Let us show you how we can tailor solutions for your unique business and goals.