Our Story

Since incorporating in 1998, initially, we specialized in generating sales leads for the equipment industry. From the outset, our service was in high demand and we grew and prospered. Then in 2007, the Great Recession began, and as the economy faltered it became clear that what had worked in the past was no longer effective.  As the economy slowly improved the equipment industry did too. But t it had was becoming increasingly difficult to grow market share. Over the years, the number of manufacturers and their distributor organizations has steadily grown while the number of end-users was in decline. Because of oversupply, discounting became the norm, margins shrunk and market share growth stagnated. Everywhere we looked, equipment distributors were working harder and longer just to stay in place.

Then something interesting caught our eye. While many businesses were failing and falling by the wayside, others in the same industries were prospering and growing. How was that possible?

We found a research brief published by the Aberdeen Group in October 2011. The research brief was entitled, “Value-Based Selling: Building a Best-in-Class Capability for Sales effectiveness.” You will find information from the research brief published here.

While other manufacturers and their distributors had seen their revenues shrink, the great recession had bounced off these Best-in-Class businesses like water off a duck’s back. While most businesses saw their market share shrink, these businesses were, on average, enjoying year over year gross profit growth of 16%. Their average closed deal size was also growing by 11.7% annually and their average customer retention rate was 91%. And these businesses had achieved that magnitude of growth during the worst economic downturn since the Depression.

Because we wanted to grow we studied the Aberdeen Group’s Research Brief. We learned what these Best-in-Class businesses had done to enjoy such spectacular growth while other businesses were floundering.   We began studying growth, and there was no lack of information on the subject. As we studied growth it became clear that these Best-in-Class businesses were not doing anything that any equipment manufacturer and distributor couldn’t do in their own businesses.

For manufacturers and distributors grow results from just to activities:

  • Selling more to your existing customers, and
  • Taking customers away from your competition.

And what will surprise you is that something as basic as the 80/20 Rule, which you are already so familiar with, gives you a leg up on your competition is achieving both objectives  How?

Take a few minutes and do the math, and you’ll discover that the average customer in the top 20% (the Ideal Customers) spends $16 on equipment and aftermarket products and service for every $1 spent by the average customer in the bottom 80% (the Non-Ideal Customers).

Ask yourself this question. What would happen to your equipment deliveries and aftermarket sales, your sales revenue, and profits if an ever-increasing amount of your sales leads were with the Ideal Customers in the top 20%?

Then something interesting caught our eye. While many businesses were failing and falling by the wayside, others in the same industries were prospering and growing. How was that possible?

We found a research brief published by the Aberdeen Group in October 2011. The research brief was entitled, “Value-Based Selling: Building a Best-in-Class Capability for Sales effectiveness.” You will find information from the research brief published here.

What caught our attention was that the great recession had bounced off these Best-in-Class businesses like water off a duck’s back. While other businesses were losing market share and sales revenue was falling these businesses were, on average, enjoying year over year gross profit growth of 16%. Their average closed deal size was also growing by 11.7% annually and their average customer retention rate was 91%. These businesses had achieved that magnitude of growth during the worst economic downturn since the Depression.

Because we wanted to grow, we studied the Aberdeen Group’s Research Brief. We learned what these Best-in-Class businesses had done to enjoy such spectacular growth while other businesses were floundering.  After the Aberdeen paper, we kept on studying growth. There was no lack of information if someone wanted to research it. It became clear that these businesses were not doing anything that any equipment distributor couldn’t implement in their own business.


We began gluing all of the pieces together, fashioning a complete revenue growth strategy. A strategy that could be customized to meet any equipment distributor’s needs. Our distributors began enjoying success and growing their revenues and market share again. It was the success we could see among our distributors that led to the formation of Growing Marketshare 365.

We learned from our research that organic growth results from:

  • Selling more to your existing customers, and
  • Taking customers away from your competition.

We developed our revenue growth formula specially designed to simplify the attainment of both of those objectives. Helping our distributors achieve their revenue and market share growth objectives requires a special team. Meet the team by clicking here.

The truly special things about Growing Marketshare 365 are the people behind it, and the culture behind our company. Our entire management team was involved in the transition that we made from being just lead generators to growth generators. We learned, strategized, organized and developed together. Ultimately, it was the passion of the entire team, pulling together that sparked our vision of what could be. The past few years have been an exciting journey for all of us.

Growth results from attracting not intruding. From helping to solve problems. From delighting customers, never harassing them. It is an empathetic approach to growing your revenue because, in the end, it’s not about transactions, it’s about helping people, people with real problems needing real solutions.

To find out more about how we partner with our clients to provide real solutions and create unlimited exclusive leads designed to grow their distributorships, click here and visit our Revenue Growth Formula page.