CASE STUDIES

CASE STUDY #3

By Admin, February 3, 2021

INDUSTRY / SECTOR

Manufacturing, Wholesale, Retail

CATEGORIES

Growth, Scale, Business Model Review, Team Structure, Family Business, Succession

BRIEF

Turnaround declining profitability of a Manufacturing Wholesale and retail group. Develop a strategy for internal succession. Restructure the leadership team.

CHALLENGES

A long history of hiring family and friends had created a poor culture amongst other staff. Accountability only existed sales team. General expenses had grown disproportionately to the overall business.

STRATEGY

Realign the leadership around shared values vision and behaviour. Simplify and flatten the organisation chart. Build growth pathways and hire in missing capability. Strategy to enter online sales without competing with existing retail clients.

ACTION

Supported a rebranding strategy and implementation and corresponding restructure of R&D teams.
Renegotiate international supply chain relationships and expand international client base.
Extensive leadership restructure.
News sales leadership and team structure.
Introduced company-wide responsibility agreements including clear KPI’s accountability and team member mobility.

OUTCOMES

  • New CEO inducted and now leadership team structure established. Full company restructure including international divisions.
  • New market strategy for US developed.
  • National sales team restructured and all-time record sales year achieved in an industry downturn.
  • Significant cutbacks in expense base to allow historic debt reduction and reinvestment in global expansion.
Menu