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.

Digital Transformation – E2E Solution

SCM LogoDevelopment and Implementation of a Major Turnkey Digital Transformation Project.

  • Front End Web shop with integrated payment solutions (including IVR), web chat, inventory management, workforce management and carrier management systems.
  • Solution design from blue print to high level design (HLD) through to detailed low level design (LLD) and into implementation.
  • L1-L4 Customer service centre set-up.
  • Selection of installation partners and creation of contractual framework including SLA and penalty mechanisms.
  • Forward and Reverse Logistics set up including; inventory management (central and field engineer stock), kitting, testing and triage.
  • Implementation of required quality and security standards including PCI DSS and ISO 22301. 
  • Selection and commercial negotiation with carriers.

eCommerce Fulfilment Centre

SCM Logo Programme Manager for a Major Fashion eCommerce Implementation.

  • Construction of a 60,000 sq. ft. Mezzanine including sprinklers, lighting and lifts.
  • Systems implementation including WMS / TMS (multiple carrier management) / Webshop Integration / Customer Service.
  • Set up of all processing areas inbound, receiving, VAS, returns and over 60,000 dynamic pick locations.
  • Recruitment of management team including GM, Ops Managers, Team Leads and c50 direct FTE.
  • Training of all staff in all processes in advance of go live. Train the trainer process introduced to create ‘go to’ Subject Matter Experts leading to a managed skills matrix.
  • Carrier selection, commercial negotiation and implementation.
  • Stock transfer and stock build through to go live.
  • Preparation of the facility including the transfer out of 5 live operating contracts.