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Marketing & Sales Excellence in the Crisis

Reduce costs without jeopardising sales generation capabilities

Chief executives are preparing their companies for worst-case scenarios and at the same time gearing up to emerge in a strong position once the crisis has passed. This climate provides an excellent opportunity for forward-looking marketing and sales leaders to optimise their cost bases, while at...
Industrial goods & services, Consumer goods & retail

Excellence through the Downturn

Repositioning the Company in the Competitive Landscape

Progressive companies are seeing the current environment as a tremendous opportunity to create value by strengthening their positions and emerging from the downturn in a new and competitively advantaged position. They are applying innovative thinking to reduce extraneous costs and re-investing a...
Operations management

Pricing in a downturn

The value of a structured pricing approach

In today’s economic environment, most companies are focused on projects that provide immediate payback. Proactive executives are currently engaging in typical downturn-management activities such as cost-cutting and working capital management.
Strategy

The Hidden Value In Your Accounts Receivable

The hidden value in accounts receivable - how to use 3rd party services

First-class accounts receivable management increases a firm’s value. Overlooked by many companies, reducing accounts receivable by use of 3rd party services, is a value creation lever frequently addressed by private equity owned companies. 3rd parties offer a wide range of services, from debt...
Industrial goods & services, Consumer goods & retail

Total Market Orientation

Benchmarking study reveals key levers underpinning marketing and sales excellence

Arthur D. Little and the Leipzig Graduate School of Management recently undertook a cross-industry benchmarking study to identify the key levers to achieving marketing and sales excellence. Over the last 18 months companies have focused on cutting costs/downsizing and fuelling idle production...

Supply Chain Performance Excellence

Realising potential within the supply chain to drive down costs and optimise service

A research study by Arthur D. Little shows that many companies are not currently taking advantage of supply chain excellence practices or are not doing so fully. Excellence practices can help companies to identify the precise service levels below which any further decrease causes changes in the...
Operations management

Manufacturing Network Concentration

Now Could Be the Time to Act

Manufacturing networks drive unnecessary costs, capital and obstruct service if not aligned with products, sales and production technology. Historic events and organisational heritage often lead to manufacturing networks that are not optimal from these perspectives. Although companies are often...
Industrial goods & services, Consumer goods & retail

Let the Shop Come to You

mCommerce – Becomes a Business

Smartphones will become the most important digital device for the shopper in the Consumer Goods/Retail transaction process – and more so as a sales channel (mobile order) than a payment channel (mobile payment). Today, there is a convergence of industries where successful retailers need to...

Making new product launch decisions

Making new product launch decisions in an uncertain environment

Making new product launch decisions, such as where and in which sequence, is becoming ever trickier, as the environment into which the product will be launched changes constantly. In this article, using a new medicine as a case example, the authors examine the problem and offer a pragmatic and...
Strategy

Improving Satisfaction throughout the Customer Lifecycle

Improving satisfaction throughout the customer life-cycle

It is ever more crucial for companies not only to keep customers happy but to keep the right customers happy. But how can they measure the value of customers through the whole customer life-cycle? In this article, the authors explain the methodology developed by Arthur D. Little that helps...
Strategy