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Auto Parts Manufacturer

NEEDS-BASED RESULTS

 

Auto Parts Manufacturer

SITUATION

Manufacturer of commercial vehicle brake systems needed to accelerate sales growth and to reduce selling costs.

DRIVER GOAL

  • Improve overall Sales performance in all channels.
  • Reduce or control Sales expenses while growing the volume.

RESULT

  • Restructured the Sales organization to enable projected a first year top line revenue increase of $10-$12 million without adding any additional selling costs.
case study image, CS-288 large

Case Study

Improve Sales & Reduce Costs

Issue

The North American Sales Division of an international manufacturer of commercial vehicle brake systems needed to accelerate sales growth in its Fleet and OE channels and to reduce selling costs in its After Market channel.

Highland Approach

The Highland Group conducted an analysis of the Sales organization, its processes, and targeted channels and markets, then designed a new structure, redefined roles and responsibilities and implemented targeted process improvements.

Actions Taken

  • Performed a SWOT analysis by market segment to determine opportunities.
  • Conducted internal and external interviews to evaluate performance by market segment.
  • Attended OEM trade show to meet with customers.
  • Visited customers with key reps and the District Sales Manager to evaluate sales call planning and sales skills.
  • Conducted detailed selling cost analysis of Sales staff by territory.
  • Reviewed existing geographical alignment.
  • Recommended shifting administrative tasks to Customer Service.
  • Defined new responsibilities for District and National Account Managers.
  • Evaluated special requirements to service the Mexican and Canadian markets.
  • Proposed a new Sales organization structure to align costs with opportunities.

First-year revenue projections up

$10m

without additional sales costs

Related Information

subject matter-based

Presenting Analyst

John is a Senior Executive and Presenting Analyst at The Highland Group with more than 30 years of leadership experience in management consulting. He has led hundreds of global consulting engagements that delivered an array of operational improvement solutions with total client benefits exceeding $1 billion dollars.

Project Leader

Manufacturing & Industrial

Joseph is a senior executive with more than 40 years of international industry management and consulting experience, primarily in the areas of process improvement, working capital optimization and operational metrics. Having served in more than 21 countries around Latin America, the Caribbean, the Pacific Rim, and North America, Joseph is skilled at implementing successful and sustainable change programs in culturally diverse environments.

Project Leader

Oil & Gas

North America

Tom is a senior project leader with over 25 years of international management consulting experience in the oil and gas, utilities, manufacturing, financial services, telecommunications, media and aerospace industries. He has served Fortune 500 and Global 2000 companies in 15 countries across North America, EMEA and Asia.