Client Situation
Our client is a leader in the entertainment electronics business, and a major player in the consumer durables business. It had strong vertical integration and a rapidly developing export business. The client’s revenue growth was slowing, and there was an increasing pressure on profitability. It had developed its Balanced Scorecard Strategy for key business groups but was concerned that its Sales & Marketing, Service and Corporate Support organisation needed to be aligned to respond faster to business needs and deliver business goals in a dynamic and increasingly competitive market environment.
Cedar’s Approach
The primary objective of this program was to undertake a Business Transformation exercise in order to assist the client in streamlining key processes while identifying cost-saving opportunities within Sales and Marketing, Service, Media, and Corporate Support functions, helping enhance profitability. Cedar’s approach was as follows:
- Review of all relevant internal documents and processes related to the strategy and operations of the enterprises at the Group and Individual Company levels
- One-on-one interviews with relevant members of the group and the company teams to collect their inputs. 64 interviews were conducted across corporate, business groups, regions and branches
- Integration of the internal assessment and one-on-one interview inputs
- Process cataloging and prioritization, ensuring senior management commitment
- Process assessment and optimization with client endorsement
- Development of implementation plan covering the areas of corporate restructuring, systems re-engineering, and change management
Outcome
A few of the key outcomes of this program were as follows:
- In the Sales and Marketing area, recommendations covered sales planning, order generation, sales management, sales FTE productivity, channel management & inventory control
- 26 processes were reviewed
- 8 document formats were recommended
- In the Service area, recommendations covered service productivity, resource utilization and network management
- 15 processes were reviewed
- A new format for SF coordinators was recommended
- In Media, recommendations covered the areas of media planning, production, and execution, where 8 processes were thoroughly reviewed
- In Corporate Support and other activities, recommendations covered the areas of corporate support expenditure, insurance, sales tax, market research and technology, with an end-to-end review of 7 processes
- An implementation work schedule was developed