The following Case Studies will provide you with a further insight into the consulting and sales force transformation our clients have benefited from:

Highlighted CEO Case Studies

New Zealand - Turning water into gold in another country - Click here to read (in pdf format)

United Kingdom - When you want to cover more flooring - Click here to read (in pdf format)

New Zealand - Going Global - Click here to read (in pdf format)

Asia/Pacific- Taking a clean approach to a world class sales force-  Click here to read (in pdf format)

North America - Enough to win a deal with the Dallas Cowboys - Click here to read (in pdf format)

Australia -  Skin care company breaks all records - Click here to read (in pdf format)

Australia - Selling products for productivty in manufacturing - Click here to read (in pdf format)

New Zealand - What do you do with a global invasion and internal upheaval?  Click here to read (in pdf format)

Other Case Studies

Why common understanding can be a simple cure

Industry  - Computer Training
Background - The Board of Directors of a listed company were dissatisfied with the performance of the sales results being achieved within a division of their organization. They sought an in-depth review of the business and develop a strategy that would assist the sales force deliver the required results.  Read More >>

Growth in a Competitive Environment

Industry - Importer/Distributor - Interior Decor products, National Organization
Background  -  A well established market leader in interior decor products distributing their products via retail outlets throughout Australia were under extreme pressure from competitors focused on taking market share through price. Historically, the company was known for superior service and were able to retain good profit margins. This was now under attack and their ability to deliver superior service would be rapidly eroded if they attempted to drop pricing to met the current market place pricing. Read More >>

Surviving a growth plateau

Industry IT - Business Process Automation Software, Australasian Company
Background - The company represented a number of high profile North American companies throughout Australasia and had experienced strong growth over a number of years. The company was heavily reliant on existing customer bases and networks of the senior executive to source business and this was no longer supporting their growth requirements. They had reached a traditional growth plateau in business cycles and their past business practices were no longer supporting them. Their sales were complex and over laid with excessive costs to secure a new customer. They were looking for new customer acquisition both within and outside their traditional markets. They had attempted new products and services to compliment their traditional market and customer base but the market had not responded.  Read More >>

Successful market penetration

Industry - Health Products, International company
Background - An North American client had achieved nominal growth within the Australasia market however this was researched to be a strong market for their products. The company had failed to meet any of the projected forecasts for the Australasian region. The company had undergone a number of approaches to the market under various management regimes and had developed a reputation in the market for failing to get off the ground. The product was reviewed positively however the confidence in the company did not support the product. The marketing message and communication was convoluted through the various management regimes and that had let the product down for a sustained period of time. Read More>>

Turning around diminishing profits

Industry - Technical Products, National Supply Company
Background - A successful organization in the North American market with some 40 years trading experience had reached mature market status. The company was well known and required to predominately service existing customers only. Major projects regimentally included them on their tender/bid list as a potential supplier. Their products were highly technical and an integral part of the supply chain in major projects. The sales division included inside sales professionals for development of quotations and general servicing of customers. External field team for servicing customers and a bid team for major projects. The company was realizing organic growth year on year however the profits were diminishing and although operations were effective and product sourcing was changed to provide improved margins, the profits continued to decline at an alarming rate. Read More >>  

Sales force development through systems

Industry - Import/Distribution business for the manufacturing industry
Background - The Managing Director of an import/distribution company was not pleased with the results being achieved in the business. Although one division of the business was extremely profitable the others were well behind budget. The sales channel most utilized by the company was a direct sales force. Read More >>

The affects of autonomony in personnel

Industry -  Distributor Agricultural Products
Background - The executives of an agricultural products business were looking for more growth from their organization. The competitors and other suppliers to the industry were achieving higher levels of growth than they were recording each year which was the benchmark of their frustration. They were also experiencing diminishing profits that fluctuated from one region to the next.

Each state within the business had their own individual methods of operating with reliance on financial reports each quarter to head office. They were allowed to operate autonomously and that had been promoted as the culture of the business through the years. Based on the information available from other companies, the executive believed they were not securing the opportunity available to them in the market and considerable growth could be achieved. The sales team and managers were long standing employees of the company and known as industry stalwarts.  Read More >> 

Methodologies to overcome a plateau and declining profits

Industry - Industrial products for manufacturing operations
Background - An industrial company had experienced a plateau in their business for a number of years and was unable to create the momentum for growth. The company was well known in its industry through many years of trading and had a good reputation for high quality products. The owners were experiencing an increase in the loss of profits year on year and were unable to sustain the business in the longer term based on its current trend in the market. They had several sales managers over the past four to five years and each of them had failed to make any real change to the problems in the business. The sales team were fairly stable and knowledgeable on the companies products. The team operated nationally with small representation in each state.  Read More >>