Our client, a leading distribution and retail service provider in automation sector, faced a tough challenge when their brand lost competitiveness in the premium segment and experienced sales decline while their commercial team failed to adapt to the ever-changing market condition.
To reverse the company’s poor performance, Altair was asked to re-engineer major elements in its value chain. The specific focus of the project was product relaunching and customer-driven optimization.
As part of a large multi-phase effort over years, the first step Altair took was to collect data and interview dozens of leaders and frontline employees to identify five main areas of improvement. Facts in hand, we worked with the company to develop a strategy to restructure new product launching and sales activity, from organizational design to production processes. We developed the following recommendations on their core challenges:
The project had a positive impact on sales, customer satisfaction and productivity of the brand. Compared to previous year, B2B sales increased by 16% and market penetration of the new brand increased by 10%. At the same time, following the implementation of the redesigned sales activity plan, there was visible improvement in overall productivity and salesforce motivation.