+30% profit margin and new revenue verticals through operating-model expansion.
An industrial ice supplier cut cost-per-lead, lifted operational efficiency by double digits, and unlocked new verticals via consulting and forward stocking locations.
Full Spectrum Ice
B2B industrial ice supplier serving event, hospitality, and trade customers across multiple regions. Strong product, undifferentiated growth motion, single operating model.
Lead generation was expensive and inconsistent, internal operations had hidden margin leaks, and growth was capped by a one-shape-fits-all delivery model.
Margin pressure from input costs and a competitive industrial market. Leadership wanted scalable growth, not just more trucks.
Acquisition spend wasn't tracked to qualified pipeline. Operations had untracked rework and routing inefficiency. The single direct-delivery model was leaving entire customer segments (consulting, distributed inventory) on the table.
- 01Rebuild lead generation around qualified-lead cost and conversion, not raw lead volume
- 02Tighten operational rhythms and routing to recover margin
- 03Stand up two new operating models — consulting engagements and forward stocking locations — to enter adjacent verticals
Rebuilt the demand funnel with attribution against qualified leads, ran a focused operations sprint on margin recovery, and designed the go-to-market motion and pricing for the new consulting and forward-stocking offerings — including launch playbooks for each.
What changed for the business.
Most industrial growth stories assume more trucks and more leads. The biggest moves here were structural — what you sell, how you deliver it, and what you actually measure on the way in.
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