Auto Parts Manufacturer
SITUATION
Manufacturer of commercial vehicle brake systems needed to accelerate sales growth and to reduce selling costs.
DRIVER GOAL
- Improve overall Sales performance in all channels.
- Reduce or control Sales expenses while growing the volume.
RESULT
- Restructured the Sales organization to enable projected a first year top line revenue increase of $10-$12 million without adding any additional selling costs.
Case Study
Improve Sales & Reduce Costs
Issue
The North American Sales Division of an international manufacturer of commercial vehicle brake systems needed to accelerate sales growth in its Fleet and OE channels and to reduce selling costs in its After Market channel.
Highland Approach
The Highland Group conducted an analysis of the Sales organization, its processes, and targeted channels and markets, then designed a new structure, redefined roles and responsibilities and implemented targeted process improvements.
Actions Taken
- Performed a SWOT analysis by market segment to determine opportunities.
- Conducted internal and external interviews to evaluate performance by market segment.
- Attended OEM trade show to meet with customers.
- Visited customers with key reps and the District Sales Manager to evaluate sales call planning and sales skills.
- Conducted detailed selling cost analysis of Sales staff by territory.
- Reviewed existing geographical alignment.
- Recommended shifting administrative tasks to Customer Service.
- Defined new responsibilities for District and National Account Managers.
- Evaluated special requirements to service the Mexican and Canadian markets.
- Proposed a new Sales organization structure to align costs with opportunities.
