Client Description

Medium-sized, narrow portfolio consumer goods manufacturer.

Background

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.

Objectives

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 Approach

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

Impact/Results

• 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%.