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Case Study

Transforming Wesco’s Salespeople Into Strategic Consultants

The Challenge:

WESCO is a national distributor of electronic and electromechanical parts targeted to the Original Equipment Manufacturing (OEM) market. WESCO’s OEM business unit had implemented a consultative sales process and introduced Value-Added offerings to their portfolio yet their sales organization had not consistently engaged their Strategic Accounts in a more consultative and strategic manner.

The Solution:

Kodiak Group created a Competitive Advantage Messaging program that enabled the WESCO OEM sales team to target their Strategic Accounts, engage executives in a differentiated conversation unlike any distributor in the industry, and through the messaging process, connect WESCO OEM’s value-add solutions to the customer’s strategic business problems.

The Kodiak Impact:

In the first 12 months, WESCO’s OEM team saw pipeline growth of over $30M in Strategic Accounts and $8M in incremental new business, and improved margin growth.


“Kodiak developed a consultative sales approach and comprehensive value proposition that was exactly tailored to our market and solutions. They motivated our reps to apply it, and we are gaining significant momentum in the marketplace, with nearly 20% growth.”

– VP Surgi-Center Solutions, Owens and Minor

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