Going Beyond Demanding Growth Targets

Client Challenge

Our Client, the General Manager of a wholesale division with a sales volume of approximately 500 million Euros was confronted with a drop in earnings in multiple sales regions. The overall demand for the products was falling, competition was fought out mainly on the price level. Especially in two of the sales regions, it was absolutely necessary to turn around the tendency in results as soon as possible and to get the regions back on the growth path.

Mandat Intervention

  • Collaborating with our client and the two project managers, we planned a Turn-Around project with a strong focus on sales for both regions.
  • In addition to a large number of jointly designed market-oriented actions, the co-operation with the sister division was also stabilized in the sense of “cross-selling”. A regional supply center was reorganized, a rival firm was acquired and integrated.
  • Mandat supported the entire process not only by contributing to the content of the project but also by providing a rigorous project management.

Results

The downtrend has been brought to a halt. In all, there has been an improvement of results of approximately 5 million Euros in the first 12 months. This means that in one of the two regions the planned improvement of results was exceeded by one million Euros.


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