CPG Client Case Study– Sales Organization Consolidation

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1) Multiple CPG Manufacturer – US top 20
2) Six operating companies – similar product lines
3) Independent go to market approach
4) 67 Brokers


1) Top to bottom assessment and benchmarking
2) Complete design and implementation of all sales processes – 12 months
3) Led by TPG and internal team
4) Organization Performance Model at the core
5) Implementation in progress


1) One company
2) Created single back office and customer marketing processes and design
3) Significant decrease in HQ staff
4) Created direct customer headquarters teams – eliminated broker at HQ
5) Increased field staff by 100+
6) One broker for retail
7) Identified 3.3% in business upside
8)Identified 1.5-2.0% in sales and supply chain cost reductions

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