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
+49 (0) 160 / 9622 3352
nikolai.kesting@via-momentum.com