Our Work

Case Studies

Case Study #1:

National Rental Program Development

An industrial equipment business sought to establish a robust and scalable rental offering to support customer demand for short-term capacity, emergency response, and project-based applications. At the outset, no nationally unified rental program existed, and execution needed to span multiple channels and product technologies.

    • No centralized rental operating model

    • Multiple sales channels with inconsistent execution

    • Limited rental assets and supporting infrastructure

    • Poor asset utilization

  • Led the design and execution of a national rental program that balanced centralized strategy with local execution.

    Key elements included:

    • Development of a national rental framework executed locally

    • Alignment across three sales channels and hundreds of sales representatives

    • Designed and manufactured hundreds of new, robust rental assets, spanning four different technologies

    • Strategic partnerships for logistics, warehousing, emergency dispatch, and centrifugal equipment support

    • Configured and deployed standardized accessory kits to enable rapid response and consistent service delivery

    • Launched a national rental program in less than one year

    • Generated accelerated growth well above historical performance

    • Delivered substantial margin expansion

    • Secured millions of dollars of incremental investment for expansion

    • Program selected as the basis for an MBA Chairman’s Project

    • Launched a national rental program in less than one year

    • Generated accelerated growth well above historical performance

    • Delivered substantial margin expansion

    • Secured millions of dollars of incremental investment for expansion

    • Program selected as the basis for an MBA Chairman’s Project

Case Study #2:

Service Operations Performance Improvement

A regional industrial services organization was experiencing inconsistent service execution across multiple locations, resulting in margin pressure, uneven technician productivity, and declining customer satisfaction.

  • • Service performance varied significantly by location

    • Low technician utilization and productivity

    • Limited visibility into service KPIs and operating discipline

    • Margin erosion despite stable demand

    • Required improved performance without increasing headcount

  • • Established clear service KPIs tied to utilization, productivity, and margin

    • Standardized service processes across locations

    • Provided hands-on leadership of service teams and local managers

    • Aligned sales and service to improve contract quality and profitability

    • Reinforced safety, technician engagement, and accountability

  • • Transformed the service organization from lowest-performing to top-performing

    • Built a multi-million-dollar services business with industry-leading operating income

    • Delivered significant productivity improvement, exceeding industry standards

    • Consistently achieved >90% technician utilization coupled with business leading realized rate

    • Achieved double-digit services growth in a declining market

    • Achieved full contract renewal retention during the period

    • Earned multiple President’s Awards for service and operations performance

  • The service organization achieved sustained improvements in execution, profitability, and customer satisfaction. Standardized processes and performance discipline created a scalable service model that delivered consistent results across locations.

TESTIMONIALS

Multi-Brand & Multi-Channel Strategy

Italy & France

Francisco “Paco” Gomez, GM Mediterranean, Ingersoll Rand Co.

“Craig brought clarity and discipline to how we managed brands, channels, and sales coverage in Italy and France. Through rigorous partner assessments, distributor growth planning, and sales excellence initiatives, he helped us identify where to invest, which partners to strengthen or acquire, and how to expand coverage effectively. His impact was felt immediately in how the organization executed commercially.”

Go-To-Market Strategy & Channel Optimization

Middle East

Tushar Biware, GM Middle East, Ingersoll Rand Co.

“Working with Craig was a transformational experience that fundamentally redefined how our Middle East leadership team approached strategy and execution. His deep expertise in go-to-market architecture, multi-brand integration, and distributor optimization proved instrumental. Under his guidance, we successfully top-graded our partner network and expanded our footprint, ultimately doubling our business.”

Sales Excellence Leadership Workshop

North America

Shawn Boynton, North America Sales Director, Gardner Denver

“It was a real pleasure having Craig lead my Sales Leadership team through a multi-day Sales Excellence workshop where we defined a streamlined structure, process changes, and a plan for execution. We walked away energized and able to immediately pivot in key areas and driving improved actions. My team and I learned a lot throughout the engagement with Craig and we were able to effectively incorporate those learnings in our daily work and our personal growth objectives.

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