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.
Fixing poor pricing strategies and practices formed the core of revenue growth improvements leading to an increase in shareholder value by $250 million within 18 months and a very successful exit by the company’s private equity firm owners.
Flat revenues and declining market share were turned around after we identified improvements in channel partner working practices and incentives to yield an increased share of channel partner spend.
Overhauling the go-to-market strategy of this manufacturer reversed declining revenues due to offshore competition and positioned them for improved profitable revenue growth.