Flooring Products Distribution
Virginia Tile sets the standards for style, design, and attention to the requirements of its clients. In 2016, Virginia Tile acquired two leaders in the industry, ISC Surfaces and RBC Tile and Stone, as part of a strategic goal to become the leading distributor in the Midwest, now servicing 14 states. Meeting the demands and budgets of all Residential and Commercial requirements, Virginia Tile is known for the complete range of products, representing the finest manufacturers and suppliers in the industry.
Trilarity worked with Virginia Tile to design a very specialized dealer interview program. We created several customized discussion guides that ensured we would generate the market intelligence that Steve Ziessler and his team needed.
"I was really impressed with Trilarity’s work during the entire process. The professionalism demonstrated in their conversations with our most important customers was exceptional. And the insights generated through these conversations helped us craft critical changes in our approach to the market. I would recommend Trilarity to any company that is committed to improving their market intelligence, is open-minded, and ready to see positive change."
Chief Executive Officer
Armstrong World Industries, Inc. is a leader in the design and manufacture of flooring and ceiling systems. The company’s Building Products segment produces suspended mineral fibers, soft fibers, and metal ceiling systems for use in commercial, institutional, and residential settings, as well as complementary ceiling products. This segment sells its commercial ceiling materials and accessories to ceiling system contractors and resale distributors; and residential ceiling products to wholesalers and retailers. The company, with annual revenue of $2.9 billion, operates 35 plants in eight countries with approximately 8,700 employees.
Trilarity was engaged by Armstrong to work with the leaders of its Building Products division on a variety of confidential market/channel initiatives. The engagement included the orchestration of a comprehensive channel partner interview program, which generated important data and insights regarding Armstrong’s competitive positioning and channel policies.
"Trilarity’s research provided tremendous insights and recommendations regarding market trends in our commercial ceilings business. They conducted an extensive channel partner interview program with exceptional skill and sensitivity. Their work product was excellent, supporting significant shifts in our go-to-market strategy."
Former Vice President-Distribution Strategy
Armstrong World Industries
Cedar Electronics is the market leader in a variety of auto/truck related electronics including radar/laser detectors, dash cams, power inverters, and CB radios. Its portfolio includes dominant brands such as Cobra, Escort, and Beltronics.
Cedar engaged Trilarity to conduct structured interviews with its most important retailers, distributors, manufacturer’s representatives, and other channel partners. Our interview program provided key insights that informed management decisions involving substantive changes in Cedar’s market strategy.
"Revenue growth in a few of our product lines was not in line with my expectations. Although we had a good understanding of the potential causes, I wanted a fresh, objective view built from the perspectives of our top retailers, distributors, and other channel partners. Through a very professional execution of a structured interview program, Trilarity generated tremendous market intelligence and insights that we used to formulate and implement revenue enhancing actions."
Chief Executive Officer
iCentris is a developer/marketer of software systems designed specifically for multi-level marketing companies. The Company offers a complete system that helps distributors connect with prospects, manage downline growth, communicate, and professionally market their business. The Company’s system includes performance reports, contact management, order management, personalized websites, new distributor enrollment, party management, and private social networking.
Trilarity was engaged by iCentris to conduct a Voice of the Market study. The project involved interviewing senior-level decision-makers at many of the Company’s top customers. These interviews uncovered intelligence and key insights which informed investment decisions regarding product strategy, staffing, service capabilities and new product development.
"As our product development team worked on a major upgrade to our productivity tools, both the management team and our investors wanted to be sure that we were headed in the right direction. We engaged Trilarity to conduct in-depth conversations with our top customers. Their work yielded exceptional, actionable insights regarding product requirements, the customer experience, and competitive threats."
Former Chief Executive Officer
Paper & Packaging
Burrows Paper Corporation is a specialty paper company that manufactures papers used in foodservice, packaging, medical, pharmaceutical, and labeling applications. The company operates three paper mills with capacity to produce ~57,000 tons annually. Burrows was recently acquired by Twin Rivers Paper Company.
As part of its due-diligence process, Twin Rivers engaged Trilarity to conduct interviews with Burrow’s top customers. The project involved assessing the strength/stickiness of customers relationships and generating a baseline measurement of key customer satisfaction metrics that could be monitored over time. In addition, the project uncovered revenue-generating intelligence which informed investment decisions regarding service capabilities and new product development.
"Our company recently completed a major acquisition. As a key part of our due-diligence, we engaged Trilarity to conduct an extensive customer interview program which generated tremendous insights regarding customer satisfaction, key buying factors, competitive positioning, growth opportunities, and salesforce effectiveness. Trilarity’s findings also helped us design and implement an effective post-closing integration plan."
Vice President, Strategy & Marketing
Twin Rivers Paper Company
Participants in our interview programs have included key decision-makers from: