Business Turnaround to generate high volume business

B2B Company

ORGANISATION:

Large B2B (Distribution) Company

CHALLENGES:

The company was in the IT Distribution business, they decided to change the business model to Value Added Distribution from box distribution.

To speed up and cut down the time-to-market, the company acquired a business to offer Voice & Data Networking Solutions as well as AV Solutions. Apart from solutions, the company also desired to offer implementation and post sales support which can fetch additional revenue. Due to lack of exposure of the team into solutions and services, in just a few months the company started getting into troubles like piled up inventories, insecure and demotivated teams. Prospects were not getting converted into business and cash flow challenges were increasing day by day.

SOLUTIONS OFFERED:

Team Catalyst had a detailed discussion with the team and took complete understanding of the business and the market dynamics. Catalyst proposed a well-defined and easy to adapt business strategy. Within a short time, the team was convinced and confident on the business strategy. Aggressive sales efforts and close coordination resulted in consistent business and inventory started liquidating.

BENEFITS:

Based on the business volume, the company could re-negotiate prices with suppliers and work out extra margins. In just 9 months, business turned around with almost 60% increase in sale over previous year and 50% reduction in floating inventory. Revenues from services also started pouring in as customers were being served to their satisfaction resulted in recurring business from key accounts.