 |
 |
 |
| “Sometimes the situation is only a problem because it is looked at in a certain way. Looked at in another way, the right course of action may be so obvious that the problem no longer exists." |
 |
 |
 |
 |
 |
 |
 |
 |
Client Success Stories
Transforming an exclusively custom design/build business model
to include commodity products, increasing 1st year sales 100%.*
Challenge
Seamlessly integrate an acquired commodity product line into a business
using a custom design/build business model.
Approach
After in-depth analysis, we recommended utilizing a remote warehouse as an
order fulfillment center while the company’s office handled quotations,
orders and technical support. After negotiating the warehouse contract, we
determined the proper staffing requirements to support the new business,
and hired the needed personnel. To meet the company’s goal of a 99% 24-
hour ship time, we developed inventory forecasting tools in Excel.
Outcome
After successfully integrating the acquired product line, the company
achieved 100% more sales in the first year than the previous provider. In
addition, within the first 3 months, all lingering service related problems
were addressed.
Establishing a corporate infrastructure capable of keeping pace
with anticipated record growth.*
Challenge
Striving for rapid growth in the next several years, a corporate infrastructure
was needed to support the anticipated increase in sales.
Approach
We first created a basic corporate structure that incorporated new
departments, including Project Management, Information Technology,
Customer/Client Service, Purchasing, Logistics and General Office
Management. After drafting the corporate SOPs and guidelines for the
company, we then established all internal systems and tools for handling day
to day business functions. As the company grew, we staffed the new
departments and executed several office expansions.
Outcome
The company grew 10x in only 6 years without imploding from overextending
resources. Staffing grew by the same factor with the majority of new
personnel being added in the later years. The tools developed were utilized
by several other divisions of the company around the world.
Leading a company turnaround.*
Challenge
This firm was experiencing declining sales and performance problems
mandating the need for a corrective action plan to restore stability and
insure future growth.
Approach
An analysis of the issues revealed serious deficiencies with product reliability
and UL listings. We implemented standardized methods to eliminate these
issues as well as a customer-wide retrofit/replacement program. To keep
pace with the changing markets, we provided guidance for new product
development programs, including updates to the infrastructure of the
company to handle the increase in sales. To streamline internal operations
and eliminate confusion, we developed corporate wide SOPs, including
staffing guidelines that resulted in staff replacements or redeployments.
Outcome
The company grew almost 1.5x in 2 years, rather than continuing its slide
from lack of sales due to dissatisfied customers.
Convincing an established market that a new product is worth
the extra dollars.*
Challenge
Introduce an entire line of higher priced, foreign made washing products to
a well established North American market and achieve sales success.
Approach
We assessed the market’s knowledge on washing principles and the
competitors’ equipment. It quickly became clear that the industry did not
have an in-depth knowledge of this technology and associated products. To
assist in educating the customer, we created straight forward
documentation that provided all necessary dimensional, utility and service
information on one drawing. We developed engineering tools for A&E and
planning companies to justify the higher priced equipment and to
demonstrate performance differences. For the sales team, we established
the comprehensive cost (product, import, installation) and determined the
appropriate selling price. Our quoting tools and methods insured accuracy
and guaranteed margin, while providing customers with a detailed cost
breakdown unseen in the industry.
Outcome
The knowledge level of the entire industry was increased dramatically,
completely shifting the competitive balance. Within 3 years, this company
was considered the premier washing equipment provider while reaching its
target margins.
* Mr. Diamant was employed by another firm at the time of this project
Transforming an exclusively custom design/build business model
to include commodity products, increasing 1st year sales 100%.*
Challenge
Seamlessly integrate an acquired commodity product line into a business
using a custom design/build business model.
Approach
After in-depth analysis, we recommended utilizing a remote warehouse as an
order fulfillment center while the company’s office handled quotations,
orders and technical support. After negotiating the warehouse contract, we
determined the proper staffing requirements to support the new business,
and hired the needed personnel. To meet the company’s goal of a 99% 24-
hour ship time, we developed inventory forecasting tools in Excel.
Outcome
After successfully integrating the acquired product line, the company
achieved 100% more sales in the first year than the previous provider. In
addition, within the first 3 months, all lingering service related problems
were addressed.
Establishing a corporate infrastructure capable of keeping pace
with anticipated record growth.*
Challenge
Striving for rapid growth in the next several years, a corporate infrastructure
was needed to support the anticipated increase in sales.
Approach
We first created a basic corporate structure that incorporated new
departments, including Project Management, Information Technology,
Customer/Client Service, Purchasing, Logistics and General Office
Management. After drafting the corporate SOPs and guidelines for the
company, we then established all internal systems and tools for handling day
to day business functions. As the company grew, we staffed the new
departments and executed several office expansions.
Outcome
The company grew 10x in only 6 years without imploding from overextending
resources. Staffing grew by the same factor with the majority of new
personnel being added in the later years. The tools developed were utilized
by several other divisions of the company around the world.
Leading a company turnaround.*
Challenge
This firm was experiencing declining sales and performance problems
mandating the need for a corrective action plan to restore stability and
insure future growth.
Approach
An analysis of the issues revealed serious deficiencies with product reliability
and UL listings. We implemented standardized methods to eliminate these
issues as well as a customer-wide retrofit/replacement program. To keep
pace with the changing markets, we provided guidance for new product
development programs, including updates to the infrastructure of the
company to handle the increase in sales. To streamline internal operations
and eliminate confusion, we developed corporate wide SOPs, including
staffing guidelines that resulted in staff replacements or redeployments.
Outcome
The company grew almost 1.5x in 2 years, rather than continuing its slide
from lack of sales due to dissatisfied customers.
Convincing an established market that a new product is worth
the extra dollars.*
Challenge
Introduce an entire line of higher priced, foreign made washing products to
a well established North American market and achieve sales success.
Approach
We assessed the market’s knowledge on washing principles and the
competitors’ equipment. It quickly became clear that the industry did not
have an in-depth knowledge of this technology and associated products. To
assist in educating the customer, we created straight forward
documentation that provided all necessary dimensional, utility and service
information on one drawing. We developed engineering tools for A&E and
planning companies to justify the higher priced equipment and to
demonstrate performance differences. For the sales team, we established
the comprehensive cost (product, import, installation) and determined the
appropriate selling price. Our quoting tools and methods insured accuracy
and guaranteed margin, while providing customers with a detailed cost
breakdown unseen in the industry.
Outcome
The knowledge level of the entire industry was increased dramatically,
completely shifting the competitive balance. Within 3 years, this company
was considered the premier washing equipment provider while reaching its
target margins.
* Mr. Diamant was employed by another firm at the time of this project
 |
 |