Customer Development Transformation Delivering Global Growth

Customer Development Transformation Delivering Global Growth

 

Challenge

A leading food manufacturer with multiple operating companies struggled with variable retail executions due to its massive size and reach.  While facing fluctuating and uncompetitive retail coverage costs that would span 1-2% of sales, such ongoing challenges were corrosive to future growth.  As a result, the manufacturer tapped TPG to help partner and solve by assessing current organizational variability versus Industry Best Practices.  In tandem, developing a strategic roadmap for dramatically improving retail coverage to be more effective and efficient would be a cornerstone for fundamental strength and stability.

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Discovery

We immediately recognized the need for an Organization Performance Model (OPM) to be at the heart of the design.  Upon further discover, it was imperative to complete a deep-dive Assessment, Design valuation, Implementation and establish a continuous Renewal system.  Through the journey to transformation, we developed cross-division organization and business case analyses, created single “face” to the retail customer model, and integrated a hybrid design.  To ensure measurable improvement would be achieved, we partnered with the manufacturer for a 2.5 year span to design, test and implement successful change models.  As a separate focus, delivering significant reduction to the SG&A was accomplished through customization of innovative financial modeling.  After a significant amount of reinvention, the final facet to delivering sustainable growth came through a customized Best Practice for long-term competitive advantage at the point-of-sale.

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