Building a New Route to Market for Floortex

Sep 23

2 min read

Client - Floortex

Customer - CTS Wholesale

Goal

Launch Floortex as a new supplier into CTS Wholesale and build awareness and sales across its dealer customer base.

Plan

Establish Floortex within CTS with the right commercial range, pricing and digital infrastructure, then drive dealer awareness, catalogue activation and incremental sales opportunities.

Activities

Proposed an appropriate Floortex range and pricing structure for drop-ship supply
Supported product set-up by providing product data, copy and digital assets for the CTS website
Aligned the EDI/FTP process to provide ongoing stock availability files
Collaborated with CTS on the initial launch announcement across LinkedIn
Develop dedicated email communication to CTS's 1,900 customers, announcing the range and providing a clear call to action to switch on the Floortex catalogue
Work with CTS on a potential Floortex microsite, helping customers understand how to choose the right floor mat
Develop attached-sales opportunities by positioning Floortex alongside complementary chair and standing-desk purchases

Messaging

Dealer identification and activation:

Identify which CTS dealers have switched on the Floortex catalogue and proactively target those who haven't. Equip the CTS team to position Floortex as an incremental sales opportunity, particularly alongside existing furniture, chair and standing-desk business.

External

1) Add Floortex to your product offering and access an established specialist range without the need to hold stock.

2) Don't miss the opportunity for an additional sale – if your customer is buying a chair or standing desk, what are they using to protect the floor underneath it?

3) Help customers choose the right mat for their floor type and workspace requirements.

4) Switch on the Floortex catalogue with CTS to make the range available to your customers.

Result

Successfully launched Floortex as a new CTS supplier and established the infrastructure for drop-ship fulfilment. Next phase focused on increasing dealer catalogue activation, awareness and incremental sales through dedicated communications, digital education and attached-selling opportunities.