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.

Merger and Acquisition Projects.

Coaching & Mentoring  Merger and Acquisition projects for a Helicopter operator and a major 3pl.

  • Worked with M&A team to create and deliver a global acquisition strategy.
  • Conducted business assessment of potential acquisition target including;
  • Completed EBITDA impact evaluation.
  • Conducted product portfolio and market fit analysis.
  • Set up and operated a contracts ‘war room’, conducting analysis and evaluation for long term viability (e.g. change of ownership clauses etc. / customer contracts viability).

SAP Report Suite Implementation.

Coaching & Mentoring   Created a Financial Metrics Model for Major Mobile Phone Operator.
  • Designed and implemented a ‘report suite’ with dashboard for a Financial Services Centre.
  • Scope included Accounts Payable / Accounts Receivable / Debt Ledger.
  • Designed and implemented an automated dashboard that produced charts and RAG status reports.