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.

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  Introduced SAP Reporting Suite for Major Publisher.

  • Created the definition of business needs to enable core modules to be adapted.
  • Full UAT including creation of test scripts for complex sales algorithms.
  • Managed client’s test teams for the full test cycle Dev / Test / Fix / Test / Release.
  • Managed internal stakeholder relationships.

Freight Control Towers.

SCM Logo Set up Freight Control Towers for three major manufacturers.

  • Set up freight management, audit & expediting services from the same offices.
  • Implemented customs and tax using deferment measures to improve cash flow.
  • Introduced inventory visibility & reporting.
  • Freight audit – reducing freight costs by 10-15%.
  • Bulk product audit – reduced billing errors by 7%
  • Container flow management – reduced demurrage and increased stock availability by c3 days.