Value Creation Projects
PROFITABLE GROWTH: NEW MARKETS, NEW PRODUCTS and PRODUCT LAUNCHES
SITUATION: A $300M division needed to increase revenue and rate of innovation.
ACTIONS: I identified new market needs and determined what would be required to capitalize on new growth and profit potential. Negotiated with senior management to clear obstacles to success. Motivated product management and R&D to develop MGAP/MGPP, MVP and new products. Created sales enablement launch tools, released and sold new market-driven products.
RESULT: Achieved over 180% of the division annual revenue goal for new product introductions.
PROFIT ENHANCEMENT: PRODUCT LIFECYCLE MANAGEMENT and CUSTOMER NEGOTIATION
SITUATION: A tier 1 supplier was facing low profitability on legacy products due to low prices and inefficient customer ordering cycles.
ACTIONS: Proactively negotiated with fortune 100 customer buyer team. After negotiations, threats and a CEO-approved stop-shipment order, we came to a mutual agreement. Customer and I then worked closely to manage the new relationship and negotiate multiple last-buy agreements.
RESULT: Raised profit by $200,000 per year, successfully reduced product obsolescence by almost 50% and netted me the company's top profit enhancement award.
CUSTOMER SATISFACTION: PROCESS IMPROVEMENT DRIVES NPS, GROWTH, and PROFIT
SITUATION: A $2.5B manufacturer needed to address loss of revenue and decreased customer satisfaction caused by not having the right products on the right shelf at the right time.
ACTIONS: I statistically analyzed multiple years of sales data, diagnosed production planning problems, modified “fast-mover” stocking algorithms, and rebalanced inventory across the company’s distribution network.
RESULTS: These four actions improved customer first-pass system fill rates by over 10% in month-to-month comparisons while simultaneously reducing working capital by $15M. Best of all, it also raised annual revenue by $52M.