Unlocked significant profitability and cash-flow improvement by simplifying a complex business model and activating multi-lever value drivers across revenue, margin, cost, and working capital.
WHAT WE DID
- End-to-End Value Diagnostic
Assessed 4 core value drivers — revenue model, gross margin, operating expenses, working capital — and benchmarked vs. best-in-class distributors. - Business Simplification
Rationalized structural complexity: 172 → ~63 core lines (90% of value), 2,950 → ~1,400 priority customers, Pareto focus on high-value municipalities. - Revenue & Pricing Transformation
Built Stars / Grow / Optimize / Exit line segmentation. Shifted pricing from fragmented to margin-driven + competitive; captured missed inflation & FX adjustments. - Cost & Productivity Optimization
Diagnosed salesforce productivity, discounting and Opex inefficiencies. Defined vendor alignment, salesforce restructuring, and a discount ROI framework.