Commercial Excellence
Rapidly Identifying and Implementing Sustainable
Sources of Increased Revenues and Margin
The foundation of our commercial excellence
approach is understanding margin and market
transparency. The improvement levers are twofold:
- Margin Management with margin transparency driving product portfolio optimization, pricing, and margin recovery.
- Revenue Management through segmentation and channel optimization, sales force and market coverage optimization, sales process and sales operations improvement.
Our Commercial
Excellence Approach:
Product Portfolio Optimization
Ensure the product portfolio and new product
pipeline maximizes profit opportunity.
Pricing & Margin Recovery
Ensure that costs-to-serve are recovered and pricing captures maximum value.
Segmentation & Channel Optimization
Understand the market drivers, how to differentiate by segment / channel to optimize the sales organization design.
Sales Force & Market Coverage
Optimize the size and structure of the sales force and ensure it is properly incentivized to grow profitable business.
Sales Process & Operations
Ensure leads are efficiently generated and converted into profitable sales and salesforce is held accountable to KPIs and metrics.
Margin Transparency
Determine where money is actually being made at the customer, market, channel, category and SKU level by unpeeling margins and cost-to-serve.
Market Transparency
Understand market trends, competitive dynamics, growth opportunities and customer and end-user behavior and purchasing decisions.
Case Study
Client
Manufacturer and
Distributor of Bedding
Company’s products were
facing consistent revenue
decline
Role
-
Simplify business model with
meaningful cost improvements -
Streamline sales organization
by realigning resources to
higher growth channels -
Improve sales force readiness
with process improvement to
enable productivity
Impact
29%Reduced run rate
sales cost by $17.5M
Meet Our
Practice Leaders
