Financial Insight

Overcoming company underperformance despite strong brand and new product development pipeline

Challenge

To increase the market share of our Asian client in the Asia region.

Solution

Working alongside the country management team, we prepared a detailed review of improved sales penetration opportunities by switching from a wholesaler model to a direct sales model. We achieved this by studying the impact of the new sales terms and creating changes to the cash cycle and debtor risk. Their stock holding and warehouse capacity requirements, plus operational costs and margins, were also investigated. We presented our strategic business case to the client, suggesting they switch to our go-to-market model.

Results 

Our proposal was approved and executed, delivering a payback in under 12 months with performance ahead of plan.