Strategy Implementation Change Management Consulting Performance Improvement

How to reverse declining share & increase revenues by >10%.

Channel performance

$1.2 billion distributor of alcoholic drinks, private equity owned.

Key Deliverable: How to reverse declining share & increase revenues by >10%.

Approach:

  • Re-design and implement Route to Market model/structure with emphasis on segmentation
  • Re-focus sales effort and develop/deploy targeted campaigns
  • Align the resources/investments with current/potential profit pools
  • Re-align sales/merchandising/delivery activities by segment
  • Re-align targets and incentive to focus on segment potential and account profitability
  • Training, development and coaching for all sales staff
  • Revised performance management system

Results:

  • Step 1: Market share increased by 7% and revenues by 4%
  • Step 2: Market share growth of 5-10% targeted with revenue increase of 10%
The Bridge, merger synergies image

“We were impressed by the ability to engage at a strategic level and follow this through to implementation in the field”


We would like to talk to you about your ideas, please contact us directly by telephone on: +44 20 7148 0510, or email and we will come straight back to you.