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Case - To Streamline
Operations
Ellis Paint Company
Paint and Chemicals
Manufacturer (and two sister companies), Los Angeles, CA
(15-Month Engagement)
Boosted cash flow & jump-started growth
by streamlining operations and selling
Before: Net loss on
stalled revenue growth
Before: Declining core market
After:
Highest profit in company's history on 23% sales increase
After: Reduced cash needs of core business by 19%
After: Expansion into growing new industrial markets
After: First-ever cross-selling between sister companies
Engaged to improve capability of senior staff and expand company beyond shrinking core market and into high growth industrial markets.
For marketing, the sales force and its management, collateral materials, product labeling and packaging were all restructured. Also, comprehensive training and support programs were established to improve employee and dealer competence and selling effectiveness, especially pertaining to expansion into new markets.
For operations, extensive flow-charting, process tracking and team experimentation were used to streamline and improve production and inventory management, significantly improving cash flow and availability of the “right” inventory at the right time.
Results included the largest growth of revenues and profits in this 100-year-old company’s history, expansion into lucrative new markets, and a 19% reduction in cash needs of the company through more effective inventory management and production flow.
“Our killer
(troubled) months are behind us and the previously stagnant specialty
coatings group delivered a 23.7% sales increase… The team effort is
really paying off… Our co-workers are brilliant and our company is
changing for the better… Thank you for allowing the group to shine!”
Sandy Skommesa
President
Ellis Paint Company
