For manufacturers with a product here, distribution in place and growth that has flattened well below what the opportunity should deliver. We find where the pipeline is actually leaking, then build the systems and activity that turn presence into performance.
Almost every flat in-market manufacturer we meet believes the problem is one thing. It is usually a different thing, and the difference is expensive because the effort goes to the wrong place for another year.
Specification
By the time a project reaches procurement, the product has usually been named in a specification months earlier. If you were not in that document, you are competing on price for a job you had already lost.
Coverage
Building products are sold through an engineer's confidence, not a brochure. Without someone who can answer a hard question in the room, the specifier defaults to the incumbent.
Visibility
Distributor sell-in reports tell you what was shipped, not what is being specified, quoted or lost. Managing an offshore market on shipment data is managing it a quarter late.
We diagnose before we prescribe. The first deliverable is an honest account of where your revenue is actually being lost, which is frequently not where the internal explanation says it is.
Awareness, specification, quotation, conversion and repeat. Each stage fails differently and needs a different fix, so we establish which one is actually costing you before touching anything.
Direct engagement with the engineers, architects and consultants who write the documents that decide projects, months before anyone is asked for a price.
Sales support from people who understand the product and the code well enough to hold a genuine technical conversation, which is what actually shifts a specifier.
Reporting that shows projects, stages and probability rather than shipments, so you can see what is coming and intervene while it still matters.
Your numbers, your channel, your competitors and a sample of recent wins and losses, to establish where revenue is being created and where it is leaking away.
A prioritised plan targeting the specific constraint we found, with targets, owners and a timeline, rather than a general programme of more activity.
Specifier engagement, key account development, distributor performance work and technical sales support, delivered by us alongside your existing people.
A regular commercial review against the targets, with the plan adjusted on evidence rather than defended out of habit.
A commercial diagnostic
Where your revenue is actually being won and lost, evidenced rather than asserted.
A prioritised growth plan
Aimed at the constraint we identified, with targets and a timeline attached to each action.
Specifier engagement programme
Direct, sustained contact with the people who write your product into projects.
Key account development
The accounts worth deepening, identified and worked, instead of spreading effort evenly across everyone.
Pipeline reporting
Projects and stages you can actually see from head office, early enough to act on.
Distributor performance review
Which partners are producing, which are not, and what to do about the ones that are not.
Demand
If the diagnostic points at awareness or specification, this is the capability that fixes it.
Marketing & DemandChannel Development
If it points at coverage or partner performance, the channel itself needs rebuilding.
Distribution NetworkCompany
Why a specialist in this one sector diagnoses this faster than a generalist consultancy.
Why ebs.Forty-five minutes with someone who has seen this pattern across the sector for fifteen years. We will tell you what we think is actually constraining you, and you are free to act on it without us.