【正文】 REGIONAL TEAMS Project Fees ? Phases 12 s Is Analysis ? We estimate 110 mandays will be required for these phases. Our proposed fee estimate is: SEK million, plus outofpocket expenses plus VAT ? Phase 3 Design o Be ? We estimate 100 mandays will be required for this phase. Our proposed fee estimate is: SEK million, plus outofpocket expenses plus VAT ? Phase 4 Implement ? Our fees will be dependent on the results and agreed way forward from Phase 3 These estimates are subject to agreement on the project scope ? Arthur Andersen Capabilities ? ABB Stal: Current Situation ? Achieving World Class Sales Performance ? Project Objective and Approach ? Deliverables and Resource Requirements ? Credentials ? Curricula Vitae Credentials OBJECTIVE Our client is a global consumer products and food pany with consolidated sales of over US $15 billion. There was a need to improve the effectiveness of its worldwide marketing and sales function. MANAGEMENT CHALLENGE APPROACH RESULTS We were engaged to review channel management strategy and the customer proposition. Our experience in channel management suggested there were several opportunity areas for improvement. These were confirmed by the use of selective tools which confirmed our hypotheses. Methodologies used: ?Benchmarking ?Flow Chart Analysis ?Business Process Reengineering ?Market Analysis ?Several strategic channel mix alternatives for specific markets worldwide were developed ?A brand affiliation program was designed to encourage strengthening the retail affiliation base and retail channel alliances. ?Required changes in specific core manufacturing/ distribution and internal worldwide infrastructure and management processes were identified to support the brand affiliation program. ?A positioning strategy was created to better distinguish brands in the minds of the retailer and end customer. Credentials OBJECTIVE Our client is a global garment manufacturer, with consolidated sales of over ?0million. The pany was losing customers due to rapidly growing Far East petition. We developed a Pan European Customer Satisfaction Programme and reviewed current sales operations MANAGEMENT CHALLENGE APPROACH RESULTS To retain existing customers in an increasingly price sensitive industry? ? Our experience in Customer Satisfaction suggested there were several opportunity areas for improvement. These were confirmed by our Pan European Customer Satisfaction Survey. ? By identifying performance shortfalls against Key Buyer Values, we were able to establish areas for improvement ? We developed a Customer Satisfaction Survey Software Tool to allow the client to measure progress after the Programme was implemented. ? Increased focus on customer Key Buyer Values by the sales force ? Increased internal focus on both internal and external customers ? After six months, a followup survey showed that customer satisfaction had significantly improved as a direct result of the initiative Credentials OBJECTIVE Our client is a subsidiary of a major automotive supplier for the UK and European market. The total group turnover last year was ?50m. Over the past 18 months our client had experienced phenomenal growth in sales in the corporate fleet market, currently worth ?0m, and needed assistance in assessing options for future operations. MANAGEMENT CHALLENGE APPROACH RESULTS To reanise the salesforce operations and backoffice function to sustain the corporate vision of ?00 million turnover. ?Reviewed the current salesforce operation and developed a multi channel structure ?Methodologies included shadowing sales representatives, time allocation studies, culture survey and executive interviews ?Review of current Back Office processes led to the development options for a new back office function. Methodologies included Benchmarking, Flow Chart Analysis, Time Allocation Studies and Cultural Survey. ? Designed new sales force structure: Facilitated and encouraged learning and share of Best Practices Reduced administration time from 32% of total time down to 12% Saved approximately ?50,000 on previous operating costs. Introduced Sales Force Automation Tools ? Identified savings in the back office function of approximately ?50,000. Credentials OBJECTIVE Our client is a global food pany, with consolidated sales of over US $. Following a pany merger, there was a need to maximise the effectiveness of the wholesale and retail salesforces of both anisations. MANAGEMENT CHALLENGE APPROACH RESULTS To integrate the marketing needs of two different anisations within the wholesale and retail salesforces ?Detailed analysis of customers and the salesforce identified significant variants in current performance levels. Only then could we devise an improvement programme to achieve the corporate vision. ?Methodologies used included detailed customer survey, incorporating wholesalers and retailers, 搒 hadowing?of wholesale and retail salesforce Business Process Improvement and Market Analysis ?Identification and implementation of appropriate performance measures ?Redefined the role of both salesforces to enpass both sellin and sellthrough activity ?Remended strategy for controlled expansion based on market testing, feedback, change and implementation ?Estimated revenue increase of 15% Credentials OBJECTIVE Our client is a major international engineering firm. The client抯 industry has bee increasingly customer focused as global petition developed and needed a prehensive customer satisfaction programme to maintain their market position MANAGEMENT CHALLENGE APPROACH ? Detailed profiling and segmentation of current and potential custome