Latest / Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies
How a Niche Door Maker Scaled Past 20 Million by Fixing Its Distributor Network
In Episode 168 of Scaling Up with Fexingo, Lucas and Luna explore how a niche commercial door manufacturer hit $20 million in revenue by radically reworking its distributor network. The company, based in the Midwest, had grown to $8 million by selling through a patchwork of independent reps and small dealers, but growth had plateaued. The founder realized the bottleneck wasn't product quality — it was channel conflict and inconsistent coverage. Over two years, they cut 40 percent of their distributors, invested in direct sales engineers, and built a tiered partnership program with clear…
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