Commercial & portfolio optimisation
Objective data is often lacking in family-owned businesses. That can lead to ill-informed decisions. An extraordinarily complex portfolio, many ‘long-tail’ products and steadily rising costs can be the result.
Our supply chain improvement programmes require a clear identification of your various sale channels, the products sold in those channels, and the differentiated promises made in those channels. This will allow you to make clear choices about your commercial strategy. Giving your sales people a sharper focus and an optimised, well-managed product portfolio will enable them to manage sales activities much more effectively.
OUR APPROACH & SERVICES
Using information to manage effectively
Apply our Culture of Excellence principles to all commercial aspects of your organisation and you’ll be rewarded with more focused sales activities. Underpinning these principles are three concepts: ‘know your course’, ‘harmonise teamwork’ and ‘realise continuous improvement’. If the right information (internal performance and customer feedback) is regularly reported to and discussed by all parties concerned, you can develop a culture which places the continuous improvement of customer experience first and foremost.
Optimising the product portfolio
Deciding to discontinue certain products can prove difficult, but many of our customers have realised that it’s a necessary step. Before you make your decision, we’ll conduct a traditional analysis of product sales to give you clear insight into the ‘long tail’ of your product range. We’ll then combine the results with the profitability and age of your products, the requested service levels of customers per sale channel, and demand characteristics. These subsequent insights will allow you to hold intensive discussions with various stakeholders, optimise your existing portfolio, and manage your portfolio going forward.