"KMC delivered a different consulting experience. Their team became an extension of our sales & marketing organization. Through a series of analyses, interviews and working sessions, KMC helped us develop our own recommendations and create action plans that were implementable and measurable. We could clearly identify the ROI of the project."
— Ray Kennedy, SVP Sales & Marketing, Delta Faucet Co.
Challenge:
A noted kitchen and bath company needed to develop deeper insight into profitability by customer and by product in a highly complex distribution and value chain business to improve responsiveness to customer requirements, and effectiveness of the Sales and Marketing teams.
Solution:
The KMC team worked with the organization's leadership team to quantify the profitability and potential value of each customer and segment type. Using this knowledge, the KMC team developed differentiated strategies for managing each segment. To support these strategies, the team created integrated sales and marketing customer program processes and tools, and restructured the organization to align decision making for effective execution.
Results:
- A 5% decrease in spending from reduction or elimination of transactions and programs that did not align with the new strategy.
- Restructured and streamlined the sales organization.
- A performance management system piloted by sales and marketing and implemented organization-wide.
- Clearer roles, responsibilities, alignment and focus between sales and marketing.
