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Home » Grainger's Growth Plan

Grainger's Growth Plan

Details on the company's recent shift in focus

July 25, 2004
More about:  Facilities Maintenance (MRO),  Management/Strategy,  W.W. Grainger
W.W. Grainger announced earlier this year that it would revamp its sales force and target key U.S. markets with an extra focus on small to medium size businesses (analysis in MDM Vol. 34, No. 06, Mar. 25). New W.W. Grainger Group President Jim Ryan shared additional specifics on how the company plans to execute on its plan at William Blair & Company's 24th Annual Growth Stock Conference, held Jun. 24. Here are highlights of his remarks:

We've reinvented our sales coverage model to improve the focus of our sales representatives. The majority of our account managers now have around 50 of our largest and most complex customers. The new account ratio allows them to spend more time with each customer. We expect a more comprehensive understanding of our customers' facilities ...

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W.W. Grainger announced earlier this year that it would revamp its sales force and target key U.S. markets with an extra focus on small to medium size businesses (analysis in MDM Vol. 34, No. 06, Mar. 25). New W.W. Grainger Group President Jim Ryan shared additional specifics on how the company plans to execute on its plan at William Blair & Company's 24th Annual Growth Stock Conference, held Jun. 24. Here are highlights of his remarks:

We've reinvented our sales coverage model to improve the focus of our sales representatives. The majority of our account managers now have around 50 of our largest and most complex customers. The new account ratio allows them to spend more time with each customer. We expect a more comprehensive understanding of our customers' facilities ...



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