Client Introduction

DistributionBiz is a seasoned player in the industrial equipment and material handling industry, with over three decades of expertise in supplying work-saving tools and engineering solutions. Their comprehensive portfolio includes engineering tools, aerial work platforms, heavy engineering solutions, and specialized site services such as machining and bolting for major oil and gas companies. The company has established distribution partnerships with leading international firms, ensuring top-notch product offerings and after-sales services in India.

Problem

Despite its strong market presence and robust portfolio, DistributionBiz faced significant challenges in aligning its sales and sales support functions to meet its ambitious growth targets. The company sought an independent assessment to identify inefficiencies, streamline processes, and establish a three-year strategic plan with actionable and measurable outcomes. Key challenges included:

• A need for improved sales team effectiveness and clear accountability.
• Lack of a unified sales and customer fulfillment structure.
• Absence of a detailed roadmap for product and business growth.
• Undefined roles of promoters in driving sales.
• An outdated organizational structure hindered efficient decision-making and responsiveness to market demands.

Our Role

We stepped in as a strategic partner to provide an in-depth analysis and roadmap for transformation. The engagement focused on:

1. Sales System and Process Evaluation:
   • Conducted a detailed review of the sales organization, including systems, processes, and personnel adequacy.
   • Identified gaps and inefficiencies hindering sales effectiveness.
2. Sales Effectiveness Recommendations:
   • Developed actionable strategies to enhance team performance, with measurable targets, responsibilities, and timelines.
3. Unified Sales and Fulfillment Organization:
   • Proposed the creation of a cohesive structure to integrate sales and customer support functions, ensuring seamless operations.
4. Strategic Roadmap Development:
   • Designed a three-year product and business growth plan, including:
     • Evaluation of existing product streams and identification of potential new streams.
     • Exploration of new international partnerships to expand market reach.
5. Financial Planning and Projections:
   • Delivered quarter-wise sales projections for each product category over three years.
   • Assessed necessary investments and calculated expected returns.
6. Promoter Role Evaluation:
   • Provided recommendations on optimizing the role of promoters to drive sales and organizational alignment.
7. Organizational Structure Recommendation:
   • Proposed a revamped organizational structure to enhance decision-making, accountability, and alignment with business objectives

Results Delivered

We delivered impactful outcomes that positioned DistributionBiz for sustainable growth and operational excellence:

• Strategic Business Growth: Outlined a clear growth trajectory to scale the business from INR 70 Cr to INR 200 Cr within five years.
• Process Optimization: Identified and addressed process gaps and inefficiencies in the sales and distribution functions.
• Organizational Revamp: Proposed a restructured organization across verticals to enhance accountability and performance.
• Focus Realignment: Provided strategic recommendations for exiting non-core businesses to focus on high-potential opportunities.
• Comprehensive Diagnostic Report: Delivered a detailed assessment and actionable business plan to drive measurable results.
• Organizational Revamp: Implemented a restructured organization across verticals to enhance accountability and performance.