Agricultural Supply Case Study

Agro-fertilizers supplier

THE ORGANISATION

• A family owned supplier of agro-fertilizers
• Product portfolio included well known acquired brand names
• Sales mainly in the UK
• Operating from two main locations

THE ISSUES / PROBLEMS

• Overcapacity in the agro-fertilizer market following the introduction of Government Set-aside programme
• Company currently loss-making

PROJECT ACTIVITIES

• Carried out detailed commercial analysis and rationalisation programme across the full product portfolio
• Reviewed the performance of the direct sales force and agency network
Detailed review and re-engineering of sales administration procedures
• Developed and implemented improved production scheduling and planning processes and procedures
• Established improved distribution planning and control procedures
• Carried out major review of corporate literature and developed programme for the re-branding of the company
• Established management review procedures built around key performance measures
• Carried out management development training and coaching
• Consolidated organisation onto a single site

PROJECT RESULTS

• Blended the traditional strengths of a family owned and run business with a more structure management approach
• Strengthened the management skills and capabilities at all levels of the business
• Achieved significant improvements to profitability, moved from negative to positive trading position