Cosgrove Partners | Finish Master
Cosgrove Partners (CP) is a management consulting firm dedicated to helping business leaders to pursue facts, accomplish objectives and create sustainable results. Founded in 2001, CP has assisted more than 2,000 management and sales professionals and more than 100 companies achieve higher levels of performance.
consulting, management consulting, sales training, executive coaching, marketing, channel strategy, succession planning, branding, technology
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title

Profit Enhancement

 

Finish Master

Category: Develop, Distribution, Grow, Improve, Small to Mid Market Companies

SITUATION

After successfully acquiring and integrating more than 25 automotive aftermarket paint distribution companies and gaining a national distribution platform, the company sought to maximize the profitability of additional scale.  CP was retained to analyze the go-to-market approach and seek out additional revenue streams contiguous with the core business.

COSGROVE PARTNERS ACTION

CP facilitated an extensive review the automotive paint distribution market including a detailed competitive analysis, more than 100 customer interviews, interviews and analysis of each major supplier, and other service providers who support the automotive aftermarket.

The initiative resulted in the following:

  • Expanded product offering of items frequently purchased by the existing customer base
  • Integration of new paint-matching technologies
  • Extensive supply chain improvements
  • Backward integration into the payor (insurance) networks
  • Sales training program
  • New sales management methodology
  • Double digit revenue increase
  • Substantial EBITDA increase