Case Study
Industry: Industrial Supply, Construction & MRO
Differentiation
Turning a service-driven distributor into a market story customers remember
Overview
Riverhawk Industrial Supply is a leading provider of construction and industrial maintenance supplies. Following a brand name change and ownership transition, the company needed a clear growth plan, sharper differentiation, and a campaign that could drive momentum—fast. C3 partnered with Riverhawk to define strategy, build the plan (OGSIM), and launch a market-facing positioning campaign supported by content and sales enablement.
Services
- Business Consulting & Strategy
- Assessment
- Strategy Workshop
- Customer Understanding
- Value Proposition
- Campaign + Sales Enablement Support
The Challenge
A strong operation—without a clear growth engine.
Riverhawk had capabilities customers valued, but the market didn’t clearly understand what made them different.
Key challenges included:
- Sluggish sales growth and limited differentiation
- No comprehensive growth plan (OGSIM) with programming + KPIs
- Need for strategic clarity and execution support amid COVID-era market pressure
- Limited internal resources to build and run an integrated commercial strategy
Results & Impact
C3 helped Riverhawk turn operational strengths into a clear, market-facing differentiator—then built the plan and content engine to support execution. The result was improved visibility, stronger engagement, and new account wins tied directly to the campaign rollout.
Connected Solutions
Business Consulting
& Strategy
- Facilitated and managed a 2-day working planning session to build the growth plan (OGSIM)
- Clarified objectives, initiatives, and how success would be measured
- Established cadence and accountability through weekly status execution meetings
Brand & Creative Development
- Built Riverhawk’s “3-in-1” differentiator story:
- Buy solutions any way (VMI, pickup, delivery)
- ToolGuard® app for jobsite tool management/monitoring
- Tool/equipment repair services
- Created campaign messaging that made services feel like a competitive advantage
Digital & Sales Enablement
- Refreshed website to support campaign story and conversion pathways
- Built sales tools, video content, and supporting materials (including e-book)
- Launched a social Brand Ambassador program to extend reach and credibility
Results
More Work
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