Sales Margin Improvement Programme.

 Sales & KAM Logo Conducted a major sales ‘Margin Improvement Programme’ for a global overnight documents, parcels and freight company.

  • Revised pricing tariffs to attract quality revenue traffic and detract low value business for International Road Freight, Parcels and Document services.
  • Implemented a ‘road show’ visiting all sales offices and reviewing discounting policy – improved margin by 10%.
  • Introduced a market price review process (historically discounts given on the salesperson’s recommendations).
  • Introduced volumetric checking of freight at hubs.

European JiT Automotive Collection Service.

SCM Logo Implemented and ‘scaled up’ a European JiT automotive collection service.

  • Converted infrequent EXW shipments to regular/daily/hourly JiT shipments.
  • Conducted cost down negotiations with automotive suppliers (all tiers).
  • Carried out process mapping of supplier operations to identify and eliminate waste.
  • Introduced dynamic network reviews.
  • Implemented RTP to support sequencing and Kanban operations.
  • Used network/round-robin and FTL solution according to supply/demand/geographic needs.
  • Integrated sub-programmes for individual product launches.
  • Annualised value of c£12m.
  • Achieved 10% cost reduction.

Business Restructure & Reorganisation.

Coaching & Mentoring  Managed the merger of commercial teams and processes for a Global Freight and Parcels Carrier.
  • Managed the commercial merger of TNT Express Europe, TNT Skypak and XP Express Parcels.
  • Increased Gross Profit by 2% through ongoing review of commercial pricing and sales policy and implementing focused schemes and programmes.
  • Improved revenue quality by implementing commercial training for field sales teams.
  • Conducted competitor activity, route and market analysis in order to determine price and margin expectations.

Benchmarking and Cost to Serve Modelling.

SCM Logo Benchmarking and Cost to Serve modelling completed for major fmcg and 3pls. Comparing ‘apples with apples’ is about ensuring the baseline and reference points are fully understood and relevant before starting the journey to improved performance.

  • Introduced benchmarking to a number of retail and fmcg operations, covering all aspects from productivity, accuracy and timeliness to staff turnover.
  • Completed ‘cost to serve’ modelling using Process Mapping and IE methods.
  • Combined efforts reduced costs through efficiency improvements, reduced shrinkage and lower staff turnover and absence.

UK Smart Metering Project.

SCM Logo Development and Implementation of a Major Smart Metering Project.

  • Highly complex and politically sensitive government initiated project.
  • Implemented WMS (SAP), carrier management (proprietary) and sophisticated (bespoke) triage systems.
  • Implementation of required quality and security standards including IS0 22301 (Business Continuity) / BS7858 (Staff Security) / HMG IS5 (data sanitisation) / ISO 9001 (Quality Systems) / ISO 14001 (Environmental).
  • Negotiation of complex contractual framework including Government flow down penalties.
  • Forward and Reverse Logistics set up including; inventory management (central and field engineer stock), kitting, testing and sophisticated triage solution.
  • Solution design from blue print to high level design (HLD) through to detailed low level design (LLD) and into implementation.
  • Selection and commercial negotiation with carriers and wast disposal partners including adoption of security protocols and flow-down liabilities.

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