Consumer Goods

Consumer Goods

Project Objective Results
Organization Alignment: Launch New Strategic Direction Launch and gain support for new strategy and leadership team, using the annual sales management meeting to create engagement and drive implementation across the whole organization Meeting and follow up projects served as a catalyst for significant organizational change and created strategic alignment; business achieved growth and profitability goals in following year
Process Reengineering: Replenishment Address and resolve out of stock problems by identifying and correcting root cause issues Changes were made in Marketing, Sales and Operations at the main bottling plant to improve the end to end process, raising delivery performance while saving $2 million in annual operating costs at the plant
Distributor Advisory Council Create higher level of engagement and focus from key distributors Project generated enthusiastic response among distributors and participation on several joint task forces to address highest priority opportunities
Process Improvement: Point of Sale Improve the effectiveness of the POS process while reducing waste resulting from unused materials New POS system earned high marks from internal sales for ease of use, with estimated annual savings of $1 million from reduced waste
On Premise Task Force Joint supplier-distributor task force to improve on premise sales of priority brands Task force efforts resulted in launch of initiatives in targeted markets to increase on premise performance
Process Improvement: New Product Introduction Accelerate time to market for new product introductions and improve initial marketing support and profitability Process change resulted in time savings estimated at one year, while new product introduction met pro forma financial targets
Sales Force Empowerment Shift P&L accountability to sales for each geographic market Project pilot was successful, business results met targets; model was expanded to whole country; and maintained following merger
Tequila Summit Identify and resolve issues between three parties regarding sales and marketing of premium tequila brands Summit meeting diffused conflict and led to agreement on actions and roles of brand owner, marketing company and distributor
Organization Design: Shared Marketing Services Determine how to organize and leverage the marketing services functions for North American divisions to support spirits, wine and beer brands Identified the optimal blend of independence and shared services to balance cost reduction with marketing needs