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.

Retail Seasonal & POS Solutions.

SCM Logo Designed and implemented POS solutions to support seasonal campaigns for major national retailers.

  • Set up consolidation centre for all POS materials (print / shelving / mock product).
  • Implemented kitting and POS construction services.
  • Introduced overnight network delivery solution to coincide with regional installation teams.
  • Recruited, trained and implemented PAT testing team for electrical display equipment.
  • Implemented seasonal programme management teams.