The channel route is wrong
National shelf placement looks attractive, but special order, digital, Pro, commercial distribution or a regional foothold may be the stronger first move.
Europe to the United States
Your U.S. investment should be producing more.
The product may be proven. The market may be attractive. Neither means the European commercial model will transfer. NovusMarc helps building-products companies determine what the U.S. business actually requires, then build it.
The market reality
A U.S. subsidiary is not an export sales office.
The channel, economics, service expectations and organization are different. Treating the United States as an extension of the home market usually creates the wrong targets, the wrong roles and the wrong cost structure.
The country leader is carrying an impossible brief
A capable person cannot compensate indefinitely for missing authority, support, product information, systems or agreement between U.S. management and headquarters.
Revenue is mistaken for proof of a model
Early orders can conceal weak economics, channel conflict and a sales process that will not repeat at scale.
The country manager question
Sometimes the person is wrong. Often the seat is wrong.
Before replacing a country leader, establish what the role owns, what headquarters must supply, which decisions belong in the United States and whether the commercial model can support the target. Changing the person without changing the conditions often recreates the same result.
The record
Director of Commercial Sales at The Home Depot, leading a $750M+ sales, operations and P&L organization for commercial sales. Before that, Regional Commercial Sales Director for a nearly $3B region, and human resources leadership across Home Depot Pro, formerly Interline Brands, the roughly $3B commercial business formed when Interline merged with Home Depot's core commercial operations.
How we engage
Start with the decision the business needs to make.
US Market Reality Check
A paid senior-level diagnostic of market, channel, economics, organization, operating readiness and the assumptions behind the investment.
US Commercial Reset
For an existing operation that is not producing what ownership expected. Find the constraint, decide what changes and rebuild around it.
US Growth Partner
Ongoing principal-led support for a business with demonstrated demand that needs stronger leadership, talent, process and systems.
The goal is not to make the U.S. operation look busier. It is to build a commercial model that can earn the next stage of investment.
Reaching us from Europe
The principal works across Europe and America, so a first conversation does not have to wait for U.S. hours. WhatsApp is usually the fastest route.
Europe · America
Bring the U.S. plan and what is actually happening.
We will discuss the gap, the decisions in front of the business and whether NovusMarc is the right firm to help.
Tell me what is happening in the U.S.