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Developing a Local Growth Strategy for ArmorPoxy

Last Updated: 04/02/2026

Case Organization

ArmorPoxy

https://armorpoxy.com/

Case Contributors

Case Disciplines

Growth Strategy Marketing

Skills & Expertise

B2B Customer Insights Brand Positioning Channel Expansion Channel Marketing Community Engagement Content & Copywriting Strategy Contractor & Trade Marketing Customer Segmentation Digital Marketing Strategy Distribution Strategy Event Marketing Growth Strategy KPI Development Lead Generation Local Market Analysis Local Marketing Strategy Market Opportunity Assessment Marketing Analytics Partnership Development Product Catalog Optimization Product Marketing Retail & Wholesale Strategy Sales Enablement

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Background & Objective

The challenge or opportunity you are trying to address for the organization.

ArmorPoxy, a leading manufacturer of commercial epoxy flooring and interlocking floor tiles, is expanding its operations to strengthen its local business. The company recently moved into a new 13,000-square-foot facility and established a distribution partnership with Lowe’s. However, with 30% of its sales coming from online business, the focus now is on increasing in-store sales and capturing a larger share of the local market.
Learning Objectives

This is what students will learn as they complete the case.

This case focuses on developing a localized growth strategy that strengthens in-market presence through targeted marketing, partnerships, and product optimization. Students will build skills in market analysis, B2B engagement, and channel strategy while connecting local insights to scalable business growth. 
  •  Analyze local market conditions to identify high-potential customer segments and growth opportunities 
  •  Evaluate the needs and behaviors of key B2B audiences, including contractors and installers 
  •  Develop targeted marketing strategies that combine digital, in-store, and community-based tactics 
  •  Assess and recommend distribution channel expansion opportunities to drive volume sales 
  •  Optimize product catalog structure and messaging to improve usability and sales effectiveness 
  •  Design strategies to strengthen partnerships with retailers, distributors, and local professionals 
  •  Propose data-driven approaches to improve customer acquisition and local brand awareness 
  •  Define key performance indicators (KPIs) to measure the success of local growth initiatives
Key Action Items

These are activities and action items you might want to complete in order to achieve the expected outcomes.

Milestones
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Milestone #5
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