Development of a sustainable vision in the building materials supply industry

Industry: building materials supply industry
Type of company: Group subsidiary, historical imprinting of a medium-sized company
Company size: approx. 1,000 employees
Turnover: approx. EUR 200 million

Development of a sustainable vision with the management team
Growth in the market by exploiting the potential of customer segments
Focusing sales resources on promising market and customer segments
Understanding and co-designing the shift of power within the industry value chain

Massive predatory competition
Overcapacity in the market
Change from a strong entrepreneurial personality in management to a salaried board member

Market and trend analysis, assessment of core competencies, evaluation of opportunities and risks, derivation of strategic challenges
Preparation, implementation, and evaluation of an online customer survey with the participation of approx. 20,000 customers to validate the developed customer segmentation as well as the key customer values of the individual customer segments
Concretization of the value propositions (offering packages) for the 6 target customer segments including a target/actual comparison and determination of needs for action
Development and evaluation of different options for strategic positioning
Development of a sustainable vision for the future (strategic positioning and goals)
Development of a strategy map and derivation of strategic initiatives including a targeted organizational development
Development of indicators for a proactive effectiveness monitoring

Reviewed opportunities and threats based on future development trends
Clearly described and tested core competencies
Clear awareness of decision-makers in the value chains of relevant market segments
Six target customer segments with two clearly defined value propositions (offering packages)
Strategy map with clear strategic positioning, goals, and measures for implementation

Company