KPIs/ Measurement & Tracking
Implementing Measurement/Tracking/Reporting To Build Cost Discipline And Capture Material And Labor Cost Savings at Specialty Baked Goods Company
Identified $1.1-1.6MM in cost reduction opportunities in materials, labor, and freight. Launched a fact-based cost-reduction program including ingredient measurement and feedback system, a system for fixed labor standards based on rated line speeds, goal boards to manage productivity targets/performance, and a performance measurement and reporting system.
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Performance Tracking Tools to Help New Management Make Fact-based Decisions at Leading Frozen Mexican Food Manufacturer
Constructed methodology and models to view profitability by customer, product, and channel. Results led new management to refocus product development/growth strategy on profitable products. Management succeeded in doubling revenue of profitable products and private equity owners sold firm to a strategic buyer in 3 years for a 26% compound annual return on investment.
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Dissecting Job Profitability and Redesigning Commission Structure to Improve EBITDA Margins at Professional Staffing Company
Conducted a 4-week operations assessment to establish levers to turn around the company’s EBITDA margin performance: 1) dissected the company’s cost and job performance, by cleaning/reconciling raw data from disjointed staffing and ERP software systems, mapping detailed general ledger costs to jobs, and creating job profitability profiles; 2) redesigned sales and recruiting commission structure for a 25% improvement in EBITDA; and 3) developed robust KPI-based reports required for managing cost and profitability moving forward.
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Assessing Salesforce Effectiveness and Developing A Commercial Operations Turnaround Plan
Conducted a 6-week commercial assessment for an entrepreneurial regional foodservice fresh produce distributor recently acquired by a PE firm, with the objectives of diagnosing financial underperformance and designing a commercial operations turnaround plan. To this end, Gotham: conducted a robust customer attrition analysis; interviewed salesforce and customers; mapped and assessed current processes; and reviewed performance measurement tools and KPIs. Gotham identified customer attrition drivers, sales process gaps, and organizational challenges, and redesigned the sales model to a hunter-maintainer structure with inside sales and improved service coordination. New KPIs, reporting dashboards, and a structured meeting cadence were implemented, unlocking 6–8% revenue and 10–12% EBITDA improvement opportunities.
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Establishing Efficient Organization Structure And Processes To Drive $100MM In EBITDA Uplift
Conducted 12-week operations diagnostic to identify opportunities to streamline and reduce cost of client’s operations. To this end, Gotham: redesigned the corporate organization; surveyed 300+ front-line employees to understand their activities; visited multiple local markets and toured homes; mapped all processes front-to-back; and conducted deep-dive analyses of the client's operational performance to establish and quantify savings opportunities. Gotham identified opportunities to increase the client’s EBITDA by $100MM and developed project charters, role-specific KPIS, and a technology plan to jumpstart the capture of identified opportunities. The client launched the implementation effort immediately, with organizational restructuring implemented within 4 weeks.
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Establishing True Cost Picture And Identifying Operations Improvement Opportunities
Conducted a profitability diagnostic study for a promotional mattress manufacturer with nationwide operations and a multi-plant network. To this end, Gotham followed a data-driven approach to dissect and analyze the company’s operations, including: building the true cost picture by analyzing and reconciling multiple large and disparate data sets ranging from company-level accounts to invoice level information; profiling profitability across plants, products, and customer segments; analyzing customer churn impact by profiling profitability across new, retained, and lost customers; developing a comprehensive analytics platform on Excel to help provide the company with a recurring monthly view of cost and profitability; and identifying fact-based improvement opportunities. This data-driven approach helped our client gain clarity over the true cost picture and drivers of profitability and sales decline, and launch a focused operations improvement effort supported by robust facts.
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