Project example 4: „Development of a new sales management system for the trading house of a leading global chemical company“ Initial situation Company: World´s leading chemical company
Group-owned subsidiary for the European distribution of specialty chemicals targeting customers with small quantities No quantitative evidence for added value of this business and sales model to the group or the business units Regionalization the coordination of purchasing, distribution and logistics away from the national level to the European level Project approach
Project topic: Corporate restructuring: Group's own trading company for specialty chemicals
Definition of evaluation model, to determine the value contribution of these channel over competing channels (BU and foreign) Pre-selection and evaluation of functional KPIs in co-ordination with experts of the Group Final adjustment of the KPIs with operational managers and prepare deposit in target agreement. Project results
Project target: KPI-System for sales organization
Complete set of KPIs for the functions sales, purchasing, logistics and administration Embedded in causal value driver tree which ensures completeness and uniform granularity ensures Targets for KPIs based on benchmarks of comparable firms for topKPIs such as gross margin
0
“Market potential and profit contribution oriented sales management combined with an incentive system for employees is the key to sustainable growth” Dr. Hermann Schiegg Partner