Category:

Financial Services

Requirements:

A previous project was carried out by a different consulting firm which renegotiated some top vendor contracts, but without new requests for proposals or change of vendors. This project led to savings of around € 1.1 Mio.
Driving Growth International was mandated for the follow-on project. The 2010 baseline costs with the relevant vendors of the marketing supply chain added up to around € 14 Mio. The main goal was the realization of relevant savings.    

Actions:

• Holistic and systematic optimization of involved departments
• Cost optimization and simplification of the procurement process
• Set up of an operative procurement system
• Exploration of synergy potentials

Results:

Interim Results

• A new strategic sourcing model with several advantages was implemented:
  
  • Reduction of supply channels for standard products and fast order placement to model vendors
  • Stable prices, planning reliability and lean processes
  • Deliberate decisions regarding procurement and transparent order assignment processes through production agencies

Final Results

• The achieved P&L relevant savings in the course of the project amounted to € 3,5 Mio.
• Initial savings potentials and synergy effects were realized.
• Future steps include:
  • Optimizing the store logistics
  • Optimizing the fair and exhibition activities
  • Optimizing the existing contracts with all creative agencies

For more information please feel free to contact us.
Thank you!

Category:

Industry

Requirements:

Client requests transparency of actual production costs of their print products and an assessment of centralizing their production within the current structure.

Actions:

• Detailed analysis of client internal processes in collaboration with national organizations and suppliers
• Extensive requests for bids (European-wide)
• Supplier qualification and negotiation
• Centralizing of catalogue printing in Europe
• Definition of uniform quality standards
• Execution of a change of supplier during production
• Restructuring of internal and external processes

Results:

• Introduction of the optimal supplier and overall savings of ca. 27% with constant or even better quality.
• Absolute workflow and cost transparency

For more information please feel free to contact us.
Thank you!

Category:

Trade

Requirements:

The client requests support in creation of an in-house marketing department. In the beginning phase, and in order to reduce costs, Driving Profit would support the client in implementing all marketing measures, as well as taking over management of the budget.

Actions:

• Strategic consulting and requirement analysis for the structure of the future marketing department, and gradual implementation of the department, including recruiting
• Creation of workflows und quality standards
• Interface definitions
• Supplier qualification und selection
• Assignment of individual service providers
• Quality control and assurance
• Invoice checking and payment release
• Administration of the budget

Results:

• Competence development and thereby independent production of all advertising promotions, from the artwork to POS
• Overall cost reduction of more than 20%
• Absolute cost transparency and planning capability

For more information please feel free to contact us.
Thank you!

Category:

Airline

Requirements:

Detailed quantitative data (internal and external) on customer satisfaction of the airline showed that the airline was evaluated below-average in most criteria throughout the value chain. Qualitative research that provides insights about the core of the problem and out of which implications for the business model could be made were missing. A platform for activity planning was also missing.

Actions:

Overall aim was to gain meaningful and helpful insights concerning customer needs and expectations, perception of the brand for particular customer groups (passengers, tour operators, travel agencies, etc.) in order to derive value-adding activities.

• Internal qualitative interviews with all relevant decision makers (management, marketing, sales, etc.)
• External qualitative interviews with relevant customer groups (passengers, tour operators, travel agencies) and mapping of the customer experience and value drivers (by segments, touchpoints and all levels of service)
• Comparison of self-image and external image (gap analysis)
• Positioning development and planning of activities regarding to product configuration and communication activities

Results:

Interim Results

• Examination and optimization of the four fields of activities
  • Product standards
  • Company image
  • Innovations
  • Process optimization
• Development of a concept for “relaxed flying”

All procedures were realized under the headline of kindness and services

Final Results

• Development of a differentiated positioning
  • Optimization of products on board (e.g. offering of specialties)
  • Demand-oriented packages
  • Individualization of inflight entertainment (IFE) (destination-specific videos, articles and more)
  • Optimization of processes on the ground

For more information please feel free to contact us.
Thank you!

Category: 

Industry

Requirements:

Client requests a detailed brand activation and implementation strategy due to an overly heterogeneous brand perception in 16 defined markets. The brand perception also differed significantly from the image of the company itself.

Actions:

• To lift the current brand perception in the defined European countries and In-depth interviews with the client's customers (160 interviews in 16 countries)
• Analysis of brand relevance in buying and usage by the target groups covering all touchpoints
• Identification of all ways to leverage growth which can be activated by brand features (price, sales, services, product etc.)
• Development and validation of a brand proposition, and to derive a brand strategy and guidelines
• Develop an internal and external communications strategy for all relevant touchpoints

Results:

• Development of a clear understanding of the role of the brand, and identification of relevant drivers relating to the purchase of the product in all countries
• Identification of a clear picture of the client's customers, "archetypes," and their expectations with respect to brand performance in their buying process and touchpoints
• Understanding current brand perception in each country and identifying differences between the countries
• Mapping the current brand performance of both the client and their competitors at all levels of the buying process, in order to derive growth opportunities for the brand
• Develop a competitive value proposition for the brand, as well as from sales-related brand attributes
• Illustration of the delta between internal and external brand perception

For more information please feel free to contact us.
Thank you!

Development of a Unique Change Management Methodology

Category:

Cross-industrial

Background:

• Members from different industries (health care, automotive, tooling, logistics, energy, etc.) of our cross-industrial Driving Excellence Circle meet regularly in our facilities to discuss their “burning questions”
• One of the most important issues of our Driving Excellence Circle turned out to be change management
• Most of the members are experienced in change management, but were struggling in one or the other way with certain parts of the implementation of change management

Actions:

• By sharing their different and complimentary experience the members of the Driving Excellence Circle developed a state-of-the-art change management methodology

Results:

• Since this methodology was developed by best practice sharing of practitioners and tested in real examples it is easily implementable
• This change management methodology is so unique that we even agreed with the circle members to make it part of the regular Driving Growth International offering

For more information please feel free to contact us.
Thank you!

Category:

Pharmaceutical Industry

Requirements:     

Client wanted to conduct future business scenarios based on renowned industry expertise from the world of politics, business, associations and the press. During these meetings market scenarios would be validated, and concrete measures would be derived based on the results.

Actions:

• Conduct structured round tables with selected industry experts (5 to10 experts per round table)
• Planning and organization of expert round tables and neutral moderation of the discussions
• Develop a summary of round table results and identify approaches   
• Derive any implications for further development of client's market Prioritization and drafting of all identified measures

Results:

• A detailed overview of opinions from each interest group
• Substantive assessment of future industry developments based on political, legislative and market changes etc.
• Objective evaluation of ideas and concepts of the client by the participating experts
• Establishment of a neutral basis of negotiation for plans and strategies in the client's company
• Gathering of external proposals and ideas for the client's strategic development

For more information please feel free to contact us.
Thank you!