Case studies
DISTRIBUTION, CUSTOMER ENGAGEMENT, LEADERSHIP, TRAINING
Discover our case studies in successful go to market strategies, customer engagement, revenue growth management and people skills enhancement.
Business Development - New Go to market strategies
Context
The company was underperforming in Mom & Pop stores, the main distribution channel in Morocco (75% market) by only covering 15k stores (out of a total of 100K).
Solutions
Complete overhaul of the sales strategies and organization, focusing on 4 key pillars: efficiency of go-to-market, expansion of store coverage, use of technology and data analysis, people skills building.
Results
+30% organic growth, 45K Mom & Pop store directly covered, SOM leadership reached.
Business Development - New distribution channels
Context
The company was performing very well in Hyper/Super and drugstores channels in Malaysia but was overlooking the ecommerce and proximity stores distribution channels.
Solutions
Identification of new growth opportunities. Strategic long-term partnerships with Lazada and 99 speedmart have been developed.
Results
99 speedmart became one of the most important retailers in Malaysia. The company supported its exponential growth (from 300 > 2,000 stores) and strengthened its leadership. Lazada (now Alibaba) became the e-commerce leader in Southeast Asia. Thanks to an early and strong partnership, the company enjoyed sustained growth in all its categories.
Leadership - Customer engagement
Context
The company customer engagement (strategic, relationship, selling, negotiation, planning, customer service...) was inconsistent from country to country, creating disparities in quality of execution, customer satisfaction and performance. This was confirmed by the annual report of Advantage Group International, the market benchmark for measuring customer-supplier relations.
Solutions
Design, develop and roll out of the new customer engagement framework (fundamentals, relationship and value creation) in the company top 50 countries (Latin America, Asia, Africa, Europe and the United States).
Results
The company made a tremendous progress in customer engagement, often ranked in the top 3 best suppliers to work with. This defined framework has enabled a uniform approach to customer engagement (the What to do and the How to do it), while allowing individual countries to adapt country-specific sales plans to meet common customer-company growth objectives.
CONSULTING
Revenue Growth Management
Context
Given the macro-economic trends (inflation, high interest rates, new energy mix, price challenge, supply chain challenge), there was pressure on the company's margins.
Solutions
Identify opportunities (Mix, Price Positioning, Commercial Investments, Promotions, New Products, New Distribution Channels) and create value, based on generating long-term growth.
Results
By optimizing all revenue management levers, the company was able to maintain margins while generating organic growth.
Training – Developing Commercial Skills
Expert Trainer
Certified at Colgate Palmolive for over 15 years. Hundreds of people trained worldwide, helping the company to stay at the cutting edge of competitiveness.
Training Course Conducted
Sales and Negotiation
Customer Engagement
Distributor management
Leadership
Coaching