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      Client

      A leading industrial air compressor manufacturer

      Industry

      Industrial manufacturing

      Primary goal

      Accelerate market share growth through stronger sales execution and channel performance

      A leading industrial air compressor manufacturer sought to strengthen its market position and drive growth across India. To achieve this, the organisation needed a more structured approach to sales execution, dealer management and performance monitoring across diverse markets.

      KPMG in India worked with the client to design and implement a micro-market-driven growth strategy, helping improve sales effectiveness, increase market visibility and strengthen governance mechanisms.

      The opportunity

      The client aimed to strengthen its competitive position and become a dominant player across key markets.

      Key challenges included: 
      • Driving market share growth across a fragmented dealer network
      • Improving sales execution at the micro-market level
      • Increasing adoption of digital sales enablement tools
      • Strengthening performance monitoring and governance
      • Identifying underperforming and high-risk dealer locations

      Our approach

      KPMG in India deployed a field-led transformation programme focused on market-level execution and accountability:

      • Conducted extensive field visits and aligned KPMG consultants to specific territories and dealerships
      • Developed growth strategies tailored to individual micro-markets
      • Implemented initiatives to improve lead generation and sales conversion
      • Increased adoption of sales enablement tools and structured visit planning
      • Identified low-performing and high-risk dealers, as well as opportunities for dealer expansion
      • Established governance mechanisms, dashboards and performance review processes to monitor progress

      The outcome

      show_chart

      Improved sales force discipline and adoption of digital sales tools

      percent

      Beat plan adherence increased from 64 per cent to 88 per cent

      calendar_month

      Monthly enquiries grew by 52 per cent over baseline

      visibility

      Market visibility improved by 13 per cent

      share

      Achieved substantial improvement in market share across focus markets

      How we make the difference

      KPMG in India combines strategy with on-ground execution to help organisations accelerate growth. By bringing together market intelligence, sales transformation and governance expertise, we help clients convert growth ambitions into measurable business outcomes.

      KPMG. Make the Difference.

      Key Contact

      Jeffry Jacob
      Jeffry Jacob

      Partner and National Sector Leader - Automotive, Industry Group Leader - Chemicals

      KPMG in India

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