Global

Commercial Excellence

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Rapidly Identifying and Implementing Sustainable Sources of Increased Revenues and Margin

A&M’s Commercial Excellence phased solution provides clients with a roadmap and the managerial leadership to improve EBITDA, leveraging its proprietary approach and methodology.

Our Impact

  • Performance Improvement Plan
    • Identified, quantified, and prioritized opportunities to improve performance and cost structure
  • Execution Roadmap
    • Action plan to execute on the restructuring, e.g., finalization of detailed structure, selection, separation, etc.
  • Cost to Serve Model
    • Repeatable tool for clients giving visibility into customer, SKU, and product category profitability

Product Portfolio Optimization

Product Portfolio Optimization
  • Ensure the product portfolio and new product pipeline maximizes profit opportunity

Pricing and Margin Recovery

Pricing and Margin Recovery
  • Ensure that costs to serve are recovered and pricing captures maximum value

Segmentation and Channel Optimization

Segmentation and Channel Optimization
  • Understand the market drivers, how to differentiate by segment / channel to optimize the sales organization design

Sales Force and Market Coverage

Sales Force and Market Coverage
  • Optimize the size and structure of the sales force and ensure it is properly incented to grow profitable business

Sales Process and Operations

Sales Process and Operations
  • Ensure leads are efficiently generated and converted into profitable sales and sales is held accountable to KPIs and metrics

Margin Transparency

Margin Transparency
  • Determine where money is actually being made at the customer, market, channel, category and SKU level by unpeeling margins and cost-to serve

Market Transparency

Market Transparency
  • Understand market trends, competitive dynamics, growth opportunities and customer and end-user behavior and purchasing decisions

Case Study

Case Study

CLIENT

Manufacturer and Distributor of Bedding

Company’s products were facing consistent revenue decline

ROLE

  • Simplify business model with meaningful cost improvements
  • Streamline sales organization by realigning resources to higher growth channels
  • Improve sales force readiness with process improvement to enable productivity

IMPACT

29%

Reduced run rate sales cost by $17.5M

Lesson learned: winning is good, but winning and learning is better. It's something you have learned about yourself at a pivotal moment that makes a champion in sports and in business.

Clifford Hall

Managing Director

chall@alvarezandmarsal.com

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