Want to drive serious account growth? Get in a room together.
Joint planning workshops are where expansion really begins. These aren’t vendor check-ins or quarterly reviews. They’re collaborative, forward-looking sessions designed to align business goals, operational realities, and shared risk mitigation plans.
For glass distributors, they work best when built around real planning themes:
Upcoming project load (e.g., how many high-rise projects in the next 12 months?).
New product adoption (e.g., will you be trialing laminated impact glass?).
Operational bottlenecks (e.g., unloading restrictions, jobsite access windows, or regional freight lane changes).
Structure workshops with a purpose—60 to 90 minutes, clear agenda, cross-functional participants. Bring technical reps, ops managers, and account leads to the table. Ask tough questions, offer forecasts, share production capacity timelines.
Distributors that run biannual workshops with their top accounts report stronger forecasting accuracy, higher service-level satisfaction, and more pre-negotiated extensions.
A Quebec distributor embedded workshops into their top 10 accounts’ contracts. In year one, average order volume grew 23%—not from upselling, but from aligning services with real-world needs.
Joint planning drives joint growth. And workshops are your most powerful tool to make that happen.
