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Medium Revenue Growth Market Share

Wen Windows

#Windows #Manufacturing #Building Materials #Windows/Home Improvement
ProHub Comment

This is an interviewer-driven revenue growth case requiring candidates to structure an approach to reverse market share decline in a fragmented, commoditized industry. The case tests ability to diagnose root causes (market dynamics, competitive positioning, internal capabilities), identify growth levers, and execute a quantitative analysis on profitability thresholds for new products.

Estimated Time 15 minutes
Difficulty Medium
Source PeterK
50 / 100
Wen Windows is a vertically integrated window producer, with six manufacturing facilities and 30 service centers around the U.S. Their sales grew until 2019 when the company started losing its market share. They generated $150M in sales in 2019. The CEO has hired you to help them turn things around and boost their sales. The case was in early 2020 (before the pandemic).

Clarifying Information

  1. The vertical integration implies that Wen Windows makes their own glass units, vinyl components, fiberglass frames, etc.
  2. Wen Windows works with both B2C and B2B
  3. Wen Windows already offers a wide variety of windows, but still keeps innovating
  4. The size of U.S. window market is around $15B
  5. The space is quite fragmented with a lot of players
  6. No revenue goals provided