Industrial Products and Distribution

Blue Ridge Partners’ Industrial Products and Distribution practice group assists companies that fabricate and distribute goods used in production applications. We serve clients in seven sectors: Aerospace & Defense; Chemicals; Construction & Infrastructure; Containers & Packaging; Engineered Products; Machinery & Equipment; and Industrial Distribution.

Despite differences in customers, products, and solutions, our clients across these sectors face similar growth issues:

  • Recognizing, and proactively addressing, market forces that are changing the growth dynamics and relative attractiveness of markets and segments
  • Entering new market spaces to expand the core at the right time
  • Managing offerings, pricing, service levels, and sales efforts across segments to optimize profitability
  • Understanding the “sweet spot” in the market and competitive position by listening to customers and other market participants
  • Optimizing channels and sales approaches to most cost effectively address key customer segments
  • Building sales skills and motivating effort to create a high-performing Sales organization
  • Creating strong linkages between Sales and Marketing, especially to ensure a steady stream of new leads and customers
  • Driving innovation based on a strong understanding of how market opportunities, internal capabilities, and economic potential intersect

The Blue Ridge IP&D practice marries strong research and problem solving skills with deep experience understanding how buyers make decisions and sellers win business. The business-to-business sale – the moment of truth for our clients – is the heart of what we do.

 

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