Case study
Insights lead to revenue turnaround for kitchen cabinet manufacturer
Opening the door to $233M in revenue opportunity while generating 100+ new dealership relationships per year
Situation
Revenue for a $150M kitchen cabinet manufacturer had begun to stabilize after years of decline due to product quality variances and manufacturing defects. The company hired Candela to develop and execute an action plan to accelerate its recovery.
Candela's Role
Candela evaluated the company's brand, revenue drivers, and sales organization. We interviewed dealers and sales agents to assess brand perceptions and performance gaps, and we deconstructed historical sales activity to pinpoint drivers of gains and losses within the customer base. With a deep understanding of our client's market opportunity and sales capabilities, Candela developed region-specific action plans to broaden distribution and significantly expand the launch of a new premium cabinetry line.
Impact
We identified $233M in incremental sales opportunity through share expansion in existing markets, entering new segments, and launching a premium product line. The company successfully reversed its revenue decline, adding $19M in sales of its new product line while acquiring 100 new dealers each year for first three years.
$233M
Incremental Opportunity
$19M
Premium Line Sales
100+
New Dealers Acquired per Year
