Sales & Marketing Effectiveness

$35MM Flow Controls Products Distributor Serving The Oil & Gas Industry:  Developed growth strategy and identified levers to triple revenue in 3-5 years. Developed detailed prioritized plans to implement the new strategy. Created sales force effectiveness plan to professionalize inside sales and develop outside sales force.

$700+MM Catalog Company: Put in place necessary fact base and analytical processes to enable proper pricing decisions in a market with distinct-price thresholds. Created pricing guidelines and robust pricing process. Immediately applied to reprice 1,100 items, with a projected margin increase of $1.3MM.

Global Pharmaceutical Company: Assessed generic competitive landscape for $2B drug, including profiling costs and lead time for generic market entry, generating likely penetration scenarios (pricing and market share), and quantifying financial impact of generic launch sequences across 7 major worldwide markets. The study resulted in creation of a re-usable proactive planning tool for modeling the effects of generic product entry into the market.