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Tandus redefines its marketing strategy

January 10, 2003
Tandus Group Inc. recently unveiled fundamental changes in its strategy for bringing to market its C&A Floorcoverings (C&A), Crossley Carpet Mills and Monterey Carpets floor covering brands. With the start of the company’s fiscal year on Jan. 26, the three brands’ sales teams will combine products and services to create a single point of contact for customers.

Currently, each of the three brands has its own sales force, and reps from each often call on the same customers. The new strategy creates three separate sales organizations going to market representing all products and brands in the United States.

“This new selling structure depends on the continued strength of the individual brands,” said Lee Schilling, Tandus senior vice president. “Each brand will maintain its own communications program and product development teams.”

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