FinishMaster

Situation

After successfully acquiring and integrating more than 25 automotive aftermarket paint distribution companies and gaining a national distribution platform, the company sought to maximize the profitability of additional scale. CP was retained to analyze the go-to-market approach and seek out additional revenue streams contiguous with the core business.

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Cosgrove Partners Action

CP facilitated an extensive review the automotive paint distribution market including a detailed competitive analysis, more than 100 customer interviews, interviews and analysis of each major supplier, and other service providers who support the automotive aftermarket.

The initiative resulted in the following:

• Expanded product offering of items frequently purchased by the existing customer base

• Integration of new paint-matching technologies

• Extensive supply chain improvements

• Backward integration into the payor (insurance) networks

• Sales training program

• New sales management methodology

• Double digit revenue increase

• Substantial EBITDA increase