Skip navigation.

Growing Revenues and Profits Case Studies

Increased Performance by 35% - Case Study

Key points:

Remergenz's customer was the North American sales and marketing arm of a $350M European manufacturer. The company was on a fast growth and acquisition plan. This division was growing fast and in a leadership position; however, they were not achieving the targeted growth and profitability numbers. In the past few years, they had tried to change the way they were doing the business to make more profit and leverage some of their economies of scale, but those efforts were not successful. Thus the company was seeking help to identify specific efforts that would increase their sales and profitability from someone who could drive the program and the team.

The Executive VP of Sales retained Remergenz to help them with this effort. Remergenz's first effort was to perform a high level review of their strategy and identify some tactical issues to improve their growth and profitability. After talking with several key players in the company and attending a trade show, Remergenz developed a prioritized list of five short-term and five long-term recommendations. The management team asked Remergenz to implement the short-term solution that would have the greatest impact on their business – which was to develop a customized program to increase their sales efficiency.

Over the next several months, Remergenz guided a beta team of individuals to help develop the new sales process (this was focused on logistical matters versus their value proposition). The team consisted of an executive, two directors and seven team members that represented the various departments. Remergenz helped change the structure of the teams and how they worked, including what training, processes and tracking was needed. In addition, Remergenz worked with the beta team over five months to define, measure, analyze, improve and control (DMAIC) a customized program. During this period, the team’s performance increased 35% compared to the baseline with peak efficiency being a 100% improvement.back to top of page

Overall, the company’s efficiency improvement helped the company increase its revenues 7% when its main competitors lost 20% due to a general drop of demand in the industry. In addition, the company’s profit increased dramatically during this period. Twelve months after the completion of this effort, the company realized an ROI (Return on Investment) for retaining Remergenz in excess of a 10x target set by Remergenz at the onset of the effort.

Disclaimer: Not all companies will achieve this level of turnaround and in this short period of time.