Internationalisation, expansion of sales in Europe, restructuring

Mandate:
Develop and implement a sales strategy for the rest of Europe in order to improve margins in key markets

Client:
Retail, consumer electronics, family office owned portfolio company, with 40 million in sales

Measures:

Re-divided the territory structures and developed a sales strategy
Implemented a distribution strategy
Introduced profit centre models for each country manager with reumuneration models based on the relevant P&L results
Developed and implemented a transparent calculation basis for managing the top line
Implemented ongoing coaching for country managers

Success:

Increased sales in the Austrian market by 10% and improved the margin from -5% to +10%
Increased sales in Eastern Europe by 150% and tripled the margin
Reduced activities, and thereby released resources, in markets in where no sustainable improvements in earnings could be achieved.

Contact:

Nikolai Kesting

Quantenberg 28
40822 Mettmann