Combining data analytics with
sales & operations planning expertise
Sample Projects - Market and Pricing Strategy
Unique way to market for tailoring startup
Year:
Title:
Company:
2019
Founder
TheTailorNetwork GmbH / Hungary / Early stage startup
Business Case:
-
Idea was to create a tailor-made clothing provider that can compete with mass produced quality brands on price while paying fair income to independent tailors
-
Concept was to replace high marketing costs with multipliers who care about the fair production
Main Project Steps:
-
Identified C(orporate) S(ocial) R(esponsibility) conscious companies with suit wearing employees as targets
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Created consistent message around social impact and won President of AmCham as honorary brand ambassador
-
Created highly effective prospecting pipeline (see Key Account Management sample project)
Success:
-
Managed to enter companies which had refused other traveling tailors due to the social impact shown
-
Acquired events at amongst others BlackRock (HU), Morgan Stanley (HU), Falcon Private Bank (CH)
-
Event pipeline included amongst others EY (CH), UBS (CH), KPMG (HU) when COVID-19 ended all in-house events
Capture of market share through service innovation
Year:
Title:
Company:
2011
Senior Internal Auditor
Franke Foodservice Espana / Spain / Sales 30m EUR
Role:
Duration:
Team:
Project Lead
4 weeks (full-time)
2 internal / 2 company
Business Case:
-
Gastro equipment market had shrunk by 40%
-
Customers no longer conducted preventive maintenance or replacement of ageing equipment unless broken, requiring immediate replacement to keep operating
-
Financial pressure did not allow suppliers to store sufficient hardware to offer immediate replacement on all equipment
-
Supplier loyalty was lost as customer shopped around for immediate replacement
Main Project Steps:
-
Discovered through interviews the facts that a.) broken equipment became property of entity, b.) could often be repaired to work as temporary replacement and, c.) entity possessed in-house skills and capacity to repair
-
Analysed margin impact of additional repair and service costs to offer 24h replacement with used equipment until new equipment could be delivered
-
Build customer outreach and marketing plan for new product
Success:
-
Requested as CRO by entity, but denied as promotion to Head of IA was considered more beneficial to the group
-
Implementation of 24h replacement by company lead to capture of additional 10% market share
Streamlining portfolio and PoS structure for a retail chain
Year:
Title:
Company:
2008
Senior Consultant
Medium sized, family owned enterprise / Germany / Retail chain / Sales 130m EUR
Role:
Duration:
Team:
Lead Subproject Sales Optimisation
3 months (Full-time)
internal 4 / company 7
Business Case:
-
Company faced insolvency due to low location sales, high cost structure and high NWC
Main Project Steps:
-
Conducted portfolio review and streamlining
-
Conceptualised and managed PoS review / mystery shopping
-
Conducted personnel review and developed training recommendations
Success:
-
Portfolio reduction by 30% with positive sales impact
-
Reduction of handling costs by 40%
-
Implementation of personnel development program
Introduction of gift item startup to the promotional gift market
Year:
Title:
Company:
2007
Business Development Manager
HeadsUp Design Inc / Hungary / Sales 20m EUR
Business Case:
-
Searching for new volume order sales channels
Main Project Steps:
-
Developed new product models together with designer
-
Managed new tooling development with COO to improve flexibility
-
Negotiated conditions for volume order with supplier
-
Introduced product to major brands in the US and UK
Success:
-
Generation of additional 1m EUR in sales from one order
-
Received offer to become equal partner with company owner but decided to pursue career in consulting
Re-design of key account pricing to generate higher ROI at lower margin
Year:
Title:
2006
Business Development Manager
Company:
HeadsUp Design Inc / Hungary / Sales 20m EUR
Business Case:
-
Extensive payment terms caused cash strapped startup to forgo orders since we could not pre-finance orders
Main Project Steps:
-
Extended parameter for sales negotiations away from pure margin focus to better reflect actual business targets
-
Negotiated reduced production times based on forecast with supplier
-
Introduced significant discounts for prepaid drop-ship orders and quarterly forecasts
Success:
-
Reduction of order margin by 15% offset by 200% increase in sales
-
80% profitability (ROI) increase