|
Improve Sales Effectiveness-173
The Situation:
The world’s market leader and largest manufacturer of custom wheels and accessories for enthusiasts and the racing industry was facing contract penalties due to non-delivery. The company asked The Highland Group to assist them with the immediate problems and put in place processes that would position them for growth.
The Driver Goal:
- Grow annual revenue by $40 million
- Develop an effective order entry process that reflects true customer demand
- Increase throughput by 8%
Actions Taken:
- Identified and prioritized molds for repair, determined individual vendor capacity, and developed and implemented a purchase order management process to track those molds out for repair
- Conducted an order review collection process identifying orders that had not been fulfilled, orders that had not been invoiced, and invoices that had not been paid
- Re-engineered the order management process
- Developed and implemented the vendor management process, determined individual vendor capacity, worked with the vendors to improve their processes increasing repair capacity by 33%
- Partnered with the vendors to develop and implement a source inspection program
- Developed and implemented a warranty management process that included the establishment and population of a warranty database
- Developed a database of product sales history, defined excess and slow moving inventory, conducted a special sales promotion to move the inventory
- Developed and implemented a rolling demand forecast model
The Results:
- Exceeded driver goal results
- Exceeded cumulative projected savings by 5 to 1
|
