Acuity Brands Lighting

Improving Margins and Share in the
Commercial Building Products Market

The Challenge:

Increase margins and market share for building products manufacturer. Large differences in market share between geographic markets indicated an opportunity to improve performance if clear best practices could be identified and implemented within the $1 billion independent sales agency channel.

The Results:

Margins increased 23% company-wide, despite significant raw material cost increases and a weak commercial construction market. Enhanced sales management effectiveness in coaching and managing independent sales agents. Increased market share.

Our experience in working with Setili and Associates allowed us to look at our business in ways we had not previously considered. Windows were opened, ideas were generated, discoveries were made, our people were challenged, and we became a better organization. – Chuck Meteer, VP

How We Did It:

Identified key actions to improve performance through interviews, observations and quantitative analysis. Implemented full-time team to roll out nationwide.