Case Study: Optimizing Limited ResourcesContact Us
Medium-sized, narrow portfolio consumer goods manufacturer.
This medium-sized consumer goods company operated in a competitive environment where aggressive acquisitions were the norm. Competing in this market led to SG&A and trade budgets that were out of control. Leaders knew that new and improved Sales skills would be required to remain competitive.
The objective was to design a more efficient selling organization through improved focus and upgraded work processes, while developing the capabilities required to enable driving improved results at a lower cost.
TPG utilized our proprietary assessment and design model to develop new work flows, structure and capabilities required to remain competitive. Outputs included:
Strategic Plan Development – to drive clear strategy and alignment throughout the organization.
Newly designed Selling organization
Category Business Planning capability – to reframe the category to customers
Skill and Leadership Training – to shift from sales managers to business managers
Reduced SG&A/Trade Spending from 16.8% to 9.9% of Sales.
Upgraded 20% of the Sales organization.
Led category business planning at all key customers.
Sales Growth +25%, Driven by Key Customers +31%, while maintaining SG&A and Trade Spending below 10%.