Client Situation

Our client is the National Sales Company in Bahrain, for a leading automobile. It is one of the leading automotive distributors in Bahrain with exclusive dealerships. The automotive business constitutes over 40% of the overall client activities. The senior management is concerned that in a rapidly changing external environment that provides significant opportunities, but also significant challenges, it needs to be a strategy-focused organization driven by performance benchmarks and more efficient management processes at a corporate level. ​This is where Cedar’s assistance & expertise come into play.

Cedar’s Approach

The client sought Cedar’s assistance to enhance and validate its strategy, develop a business performance measurement and strategy implementation system using the Balanced Scorecard, at the Corporate level, as well as cascading it down to its five departments: vehicle sales, service, spare parts, marketing and finance.

  1. Strategy Map Bubble Diagram) & Measures​
    • Critical objectives were identified for the Scorecard
    • Objective owners were finalized​
    • Reporting accountabilities had been identified
    • Measures were identified for each objective
    • Sample initial measurement description templates had been filled for measures​
  2. Projects
    • Initial project list had been identified​
    • Projects were mapped against scorecard objectives​
    • Project description forms were to be filled out by identified project owners post-workshop

Outcome

The Scorecards & the further cascaded Scorecards developed, helped in achieving the following themes as requested by the client:

  • Business growth: Increased overall profitability by driving parts and service revenues, improving vehicle sales by specifically focusing on the fleet segment and by narrowing the gap with a competitor across the model mix.​
  • Efficiency & Cost Management: Streamline existing business processes specifically those related to business planning and promote greater inter-departmental interaction for better efficiencies in addition to better working capital management
  • Brand Building: Create a brand pull for the YKA Nissan Renault brand by advocating benefits of personalized services and quality products, through launch of specific customized campaigns​
  • Partner Management: Manage all partners including the principals by creating a win-win linkage in all business dealings and by implementing all plans of the Principal through accurate data analysis and reporting
  • Personnel Alignment: Develop an HR focus to significantly improve organization competency and motivation including through the implementation of an effective performance management system. ​

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