Facing a critical need to upgrade talent across its distributor network, Hyster-Yale partnered with Naviga Recruiting and Executive Search to impact revenue and operations in the “field”. This initiative was designed to help distributors in the Southeast identify and recruit top-tier sales and operations leaders to execute stronger in the marketplace. A decade later, this strategic partnership has been instrumental in the transformation of numerous dealers, with the greatest impact on Briggs Equipment, standing out as a prime example of the program’s success.
The Challenge: A Dispersed Need for Elite Talent
Approximately ten years ago,NACCO recognized a significant challenge within its distribution network. While the manufacturers were focused on production, their independent dealers across the Southeast struggled to effectively hire the sales and operations talent required for modern business growth. These dealers needed to transition from a product-centric sales approach to one focused on providing comprehensive material handling solutions. Without the right leadership and sales professionals this transition was stalled, threatening overall market share and revenue.
To address this, NACCO took the initiative of an extensive due diligence and evaluation process, to identify a recruiting partner that could serve as a centralized resource and help their dealers upgrade their talent base and drive a more effective sales strategy.
The Solution: A Centralized Partnership with Naviga
After a thorough search, NACCO selected Naviga Recruiting & Executive Search as a strategic partner. The two companies signed a centralized contract, allowing Naviga to work directly with NACCO’s dealers directly to fill critical roles. While the program successfully aided many distributors, the partnership with Briggs Equipment became the gold standard for this collaboration.
At that time, Briggs Equipment was undergoing a profound business transformation. The company was not only seeking to upgrade its talent but was also shifting its entire business model from offering a commodity to offering a bundled solution to solve supply chain business problems. This involved significant changes in executive leadership and a pivot in market strategy; moving from a business solely focused on selling equipment to one that offered holistic material handling solutions.
Naviga’s role was to be a full-service talent partner, deeply understanding Briggs’ new strategic direction and identifying candidates who not only possessed the right skills but also the mindset to thrive in a solutions-focused environment.
A key element of this transformation was updating the sales compensation structure to attract and retain a higher caliber of sales professionals capable of selling complex solutions. Naviga provided expert consultation on this, helping Briggs develop a compensation model that was both competitive and motivating.Briggs’s adaptation of these recommendations led to a more skilled and effective sales force.
Naviga’s role went beyond a typical recruitment agency; they served as a full-service talent partner. This involved deeply understanding Briggs’s new strategic direction and identifying candidates who not only possessed the necessary skills but also the mindset required to thrive in a solutions-focused sales environment.
The Result: A Decade of Growth and Transformation
The long-term partnership between Naviga and Briggs Equipment has yielded extraordinary results. Naviga has successfully hired over 70 employees for Briggs across the Southeast and we continue to partner on mission critical hiring needs. These hires have included sales professionals, operations leaders, and other key personnel who have been integral to the company’s growth.
This influx of talent has directly contributed to a sustained period of revenue growth for Briggs Equipment. The new hires brought fresh perspectives and expertise which empowered Briggs to successfully execute its strategic pivot to a solutions-based business. The successful talent acquisition allowed the company to not only adapt to market changes but to lead them, solidifying its position as a key player in the material handling industry.
Conclusion: The Power of Strategic Talent Investment
The case of NACCO, and particularly the transformative journey of Briggs Equipment, demonstrates the immense value of a strategic long-term investment in talent. By proactively identifying and addressing the talent gap in its distributor network, NACCO enabled its partners to achieve significant growth. The enduring partnership between Briggs Equipment and Naviga Recruiting and Executive Search serves as a powerful testament to how the right people, in the right roles, can drive a company through a period of critical change and into sustained success.