Glass distributors often obsess over new leads. But your biggest growth opportunity might be buried in your install base—the customers you’ve already sold to.
Install base mining is the systematic process of reviewing historical sales to uncover dormant, underutilized, or repeat-ready opportunities.
Start by identifying:
Customers who haven’t ordered in 6–12 months.
Accounts that only purchase one category (e.g., tempered panels) but not others (e.g., laminated, low-E).
Project-based customers with new jobs starting in the same region or vertical.
Use that insight to build personalized outreach:
“You previously ordered safety glass for a university project—are you bidding on the new campus expansion?”
“You’re buying standard IGUs. Have you considered our higher-efficiency line for LEED projects?”
One Canadian distributor turned 18 dormant customers into active accounts in one quarter by mining install data and offering targeted reactivation bundles.
Don’t let past orders collect dust. They’re blueprints for future growth.
