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Commercial Excellence

Rapidly Identifying and Implementing Sustainable
Sources of Increased Revenues and Margin

A&M’s Commercial Excellence phased solution provides clients with a roadmap and the managerial leadership to improve EBITDA, leveraging its proprietary approach and methodology.

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:

Ensure the product portfolio and new product
pipeline maximizes profit opportunity.

Ensure that costs-to-serve are recovered and pricing captures maximum value.

Understand the market drivers, how to differentiate by segment / channel to optimize the sales organization design.

Optimize the size and structure of the sales force and ensure it is properly incentivized to grow profitable business.

Ensure leads are efficiently generated and converted into profitable sales and salesforce is held accountable to KPIs and metrics.

Determine where money is actually being made at the customer, market, channel, category and SKU level by unpeeling margins and cost-to-serve.

Understand market trends, competitive dynamics, growth opportunities and customer and end-user behavior and purchasing decisions.

Case Study


Manufacturer and
Distributor of Bedding

Company’s products were
facing consistent revenue


  • 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



Reduced run rate
sales cost by $17.5M

Meet Our
Practice Leaders

Clifford Hall Managing Director

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Louis De Olden Managing Director

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Bala Ekambaram Managing Director

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