The client is a market leading wholesale provider, operating in Western Europe with more than 15 branches in their network. Due to the high competition in the market, the client seeked to create competitive advantage against their competitors through business process optimization.

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We were assigned with a 24-month contract for business optimization consulting services, aiming to improve operations performance and increase business profitability at national level. 

More specifically we were assigned to :

• Revise the brand essence and current cultural DNA of the company that may prevent further growth.

• Evaluate current structure and optimize organigram and job descriptions and roles in order to align them with the new strategy.

• Revise customer segmentation, re-canvass market segments and identify non-captured opportunities.

• Set clear segmentation priorities and targets, including measuring tools. 

• Align price and commercial policy with new strategy.

• Fine tune assortment proposal by micro-target group.

• Set a clear route-to-market strategy, including respective services.

• Structure a full-year commercial plan.

• Optimize the communication plan of year 1 and prepare the full transformation of communication mix for year 2.

• Evaluate external partners and agencies.

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Business analysis was conducted to assess the current situation, so that we develop and record the strategy to be followed for the development of the network and the optimization of operations. Following this, and in collaboration with the Cash & Carry management, we set the long-term and short-term business goals in accordance with the vision of the company.

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In the context of the strategy development we generated the commercial plan, which contained the marketing intiatives per  goal and channel, the communication initiatives and the performance measurement tools. 

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