Commercial due diligence – multi-channel retailer
Client:
- Mid-market private equity firm re: potential investment in multi-channel purchaser and retailer of entertainment items
Project:
Acting as commercial adviser to investors, providing separate Market and Commercial Reviews:
- Market sizing and forecast
- Original, primary consumer research
- Review of future prospects and potential
- Contribution to future strategy
Result:
- Investment made
Vendor representation – marketing agency
Client:
- Specialist marketing agency re: planned sale of business
Project:
Acting as lead adviser to vendors:
- Business review
- Production of Information Memorandum
- Control of bidding process
Result:
- Final bid made for acquisition of the Client
Overhaul of Pricing, Terms & Conditions for OTC product company
Client:
- International market-leading manufacturer of OTC pharmaceutical products
Project:
- Assessment of existing terms and conditions across the customer base
- Future-oriented realignment of the system to product and sales channel strategies for the mass market
- Improved performance measurement and sales results
- Reduction in costs of terms
Result:
- Implementation of new trade terms - matched to the performance of the trading partner or wholesale customer
- Reduction in non-standard trade terms – segmentation according to product and brand priorities
- Cost of terms reduced by 2%
- Additional profitability increase due to increased sales results incentivised by new terms
Design and implementation of a franchise programme in the pharmacy market
Client:
- Leading European mail order pharmacy company
Project:
- Development of a multi-stage franchise programme
- Expansion of physical channel through new pharmacies
- Improve brand awareness
Result:
- Definition and internal development of complete franchise system
- Establishment of performance measures for franchisor and franchisees
- Project management of franchise programme launch, setting up around 100 franchisees in the first year
Implementation of a new pricing and terms system in the entertainment sector
Client:
- European ticketing and live entertainment marketing platform
Project:
- Development of a new pricing and terms system aimed at growing share
- Optimisation of sales of own product
Result:
- Introduction of trade-partner segmentation by sales potential
- Standardisation of price-ranges across different event categories
- Expansion of higher margin content offering
- Profit increase of approximately 30%
Development of programme to strengthen sales channel structure
Client:
- German lottery company
Project:
- Definition of concepts and measures to strengthen the network of sales outlets
- Creation of department for implementation and further development of the concepts through new partner programme
Result:
- Development of partnership programme
- 50% of outlets signed up to programme
- 1/3rd of outlets active within eight weeks
- Integration with six other regions (more than 5.000 outlets)
New price and terms system for FMCG food company
Client:
- Market leading food producer
Project:
- Future-oriented overhaul of price and terms systems
- Reduction of ad hoc terms and minimisation of total cost of conditions
Result:
- Reduction in complexity of conditions (by around 60%)
- Reduction of costs of terms and conditions by around 35%
- Implementation of new key account levels
- Introduction of new terms and conditions policies for use by sales management
Innovative partner concept for sales agents
Client:
- Leading European Tour Operator
Project:
- Development of a results based loyalty programme for travel agents
Result:
- Recruitment of significant share of independent travel agents
- Rapid development of the most successful programme in the market
- Establishment of highly successful partnerships
Introduction of attractive commission system through the integration of new tour operator
Client:
- Market-leading international travel business
Project:
- Development of a new commission system for travel agents and key accounts
- Integration of additional tour operator (into the system)
- Improved, simplified policy
- Establishment of budget /targets
Result:
- Positive agency feedback
- Additional operators integrated to the new model
- Over-fulfillment of sales targets
- Clear, simplified commission structure
- Incorporation into the partner loyalty programme