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Case Studies:
Government Regulations Caught Us By Surprise
Overview – Owned by a $25B private equity group, client is a vertically integrated US manufacturer and distributor of building products. With 11 manufacturing locations, client markets branded products through a large number of distribution channels and through company owned stores. Enterprise annual sales at start of engagement were ~$2B.
Primary Issues – Client misjudged EPA regulatory change timing that threatened to render their flagship, cash-cow product line obsolete in less than a year. This jeopardized more than $1B in annual sales.
Statement of Work –
- Develop upgraded design language and organize new Product Portfolio with 5 year Roadmap.
- Redefine Channel Strategy, including distribution, online, and company stores.
- Rapidly develop and introduce new product portfolio at defined revenue and GP targets.
Actions:
Filled functional gaps in Client roster, organized team, developed project charter, and managed project scope, execution, schedule, budget, and financial reviews with ownership
Implemented Sales & Operations planning to align Sales forecasts to factory planning
Implemented major new-to-client Mfg process technologies and practices
Rebuilt end-to-end supply chain with qualified suppliers and favorable contracts
Redeveloped and qualified deficient internal Mfg processes to industry standards
Results:
Rapidly developed and introduced two innovative and Energy Star compliant new product platforms in a highly compressed development, agency certification, and launch schedule
Launched all new products while producing retiring products at required volumes for each