The fastest way to grow a strategic glass account? Look backward.
Install base mining means analyzing your historical sales to identify underused opportunities. It’s about recognizing what your customers used to buy—and reconnecting those dots.
Start by:
Flagging accounts with 180+ days of inactivity.
Reviewing partial SKU adoption—e.g., clients who order low-E IGUs but never laminated or triple-pane variations.
Tracking seasonality patterns that suggest reorder windows.
Pair this with outreach:
“You’ve sourced storefront glass from us for three years—would you like to trial our fire-rated line?”
“We noticed your order cadence has slowed. Let’s review upcoming jobs and restock if needed.”
A Northeast distributor created automated alerts for dormant accounts that had purchased 3+ SKUs in the prior 12 months. That list fueled a six-week reactivation campaign, resulting in $540K in reinstated revenue.
Install base mining doesn’t require new leads—just better listening to the ones you already have.
