Improving sales and operations of a retail company

A family-owned retail company was struggling to meet financial targets. According to the CEO, this was partly due to poor operational performance, on top of a fierce competition of "newcomers" on the market.

The Challenge

Lack of a strong suppliers and third-party providers management.
Eroded costumers basis due to poor clients retention and acquisition.
Lack of Management operating system.

The Methodology

Implemented B2B and B2C internal performance plans with a sales efficiency program, including weekly reviews of commercial targets and multi-site "mystery shopper" market research to assess sales team skills.
Simplified the SKU list and short-listed preferred suppliers.
Reviewed marketing plan milestones and related spending to make it more proactive and efficient.