Manufacturer of Complex Engineered Assemblies
The company faced a triple challenge of declining revenue, their dominant customer moving operations offshore and low-cost offshore competition that was commoditizing the market. A new approach to their market including differentiation, new target industries and geographies and a focus on value-added manufacturing and assembly allowed the company to return to growth.
Packaging Equipment Manufacturer
Market share was dropping and revenue was flat for this high-end packaging equipment maker who sold through distributors. We identified substantive changes to distributor management practices and relationships, a focus on international targets and alliances with other manufacturers to rekindle revenue growth.
On top of that, doing business is getting harder with ever increasing challenges. Customers are moving operations offshore, global competitors are placing extreme pressure on price points and threatening commoditization of the market, sources of operating capital have been severely squeezed and many raw material prices have spiked. Improved Internet capabilities have created opportunities and competitive threats to how a company markets, distributes and sells its products and services.
Coming out of the recent downturn, Industrial Products companies will likely face significant changes in their market. Customers are developing new buyer values, they will be more discriminating in their purchasing behavior, their ROI thresholds will probably increase and in many cases purchasing decisions will be made at a more senior level of their organization. Leaders of Industrial Products companies will need to ensure their sales and marketing teams are prepared and trained to deal with these changed customer behaviors.
We help clients address such issues impacting profitable revenue growth. Using our proprietary tools and experience we quickly identify processes requiring change or enhancement to meet the new challenges. We identify the pragmatic actions that will bring the highest return in the shortest time. Our “waves of change” recommendations and implementation plans allow our clients to immediately move to meet changed environments and optimize their revenue growth.