Case Studies & Testimonials

Case Studies & Testimonials

In addition to providing our core learning & development programmes, we have also undertaken several Commercial strategy interventions putting the theory into practice;

Route to Market/Distributor Rationalisation – Southeast Asia

We were engaged by a regional division of a leading FMCG multinational based in Thailand following their acquisition of another consumer goods business to assess the distributors and route to market of both companies’ and to propose how to rationalise.

We worked with their distributors in Thailand, Vietnam and the Philippines and our recommendations were implemented in full.

 

Sales Capability Transformation – United Arab Emirates

 

Following the global financial crash in 2009 where many SMEs left Dubai, one of the government owned ‘free zones’ suddenly found itself with excess office space and a sales force who had never had to “sell” space due to demand always outstripping supply.
We were brought in to design and deliver a coaching programme for the Sales Director and a structured sales excellence workshop for his sales team, the first time either had received formal sales training.

 

Pricing Increase/Reset – UK

 

We worked closely with a UK foods company whose business was largely in a category declining at 12% a year and who needed to restructure operations to turn things around. Part of the restructure involved delivering a multi-million-pound pricing reset which the sales force felt would be difficult to achieve. We worked with the Commercial Director and his team to build a plan by customer, agreeing which customers they would be prepared to lose if the reset could not be achieved and which customers had to be retained under any circumstances. This allowed our client to achieve a total increase ahead of their target and this contributed to their ability to avoid administration.

Case Studies & Testimonials

In addition to providing our core learning & development programmes, we have also undertaken several Commercial strategy interventions putting the theory into practice;

Route to Market/Distributor Rationalisation – Southeast Asia

We were engaged by a regional division of a leading FMCG multinational based in Thailand following their acquisition of another consumer goods business to assess the distributors and route to market of both companies’ and to propose how to rationalise.
We worked with their distributors in Thailand, Vietnam and the Philippines and our recommendations were implemented in full.

Sales Capability Transformation – United Arab Emirates

Following the global financial crash in 2009 where many SMEs left Dubai, one of the government owned ‘free zones’ suddenly found itself with excess office space and a sales force who had never had to “sell” space due to demand always outstripping supply.
We were brought in to design and deliver a coaching programme for the Sales Director and a structured sales excellence workshop for his sales team, the first time either had received formal sales training.

Pricing Increase/Reset – UK

We worked closely with a UK foods company whose business was largely in a category declining at 12% a year and who needed to restructure operations to turn things around. Part of the restructure involved delivering a multi-million-pound pricing reset which the sales force felt would be difficult to achieve. We worked with the Commercial Director and his team to build a plan by customer, agreeing which customers they would be prepared to lose if the reset could not be achieved and which customers had to be retained under any circumstances. This allowed our client to achieve a total increase ahead of their target and this contributed to their ability to avoid administration.