HOW WE IDENTIFY AND CAPTURE REVENUE GROWTH AND PROFIT IMPROVEMENT OPPORTUNITIES
- Sales and marketing is typically the greatest driver of value creation in manufacturing and industrial service businesses.
- We can assist with a breadth of sales and marketing opportunities from the tactical to the strategic, including selling techniques, sales force effectiveness, sales force compensation, channel strategies, geographic expansion, product line extensions, vertical integration, new market opportunity assessment, customer segmentation and targeting, pricing strategy, value proposition creation and refinement, and marketing strategy.
- We work with Blue Ridge Partners, an industrial, middle market, sales and marketing consulting firm. Sodales Partners personnel began working with Blue Ridge Partners over 10 years ago.
- Blue Ridge is one of the few sales and marketing consulting firms that is focused on industrial businesses.
- Policy deployment is a tool used to set, pursue, and achieve organizational priorities.
- Defines the strategy and evaluates competitive strengths and weaknesses.
- Identifies the three to five, highest-priority, corporate initiatives and focuses management’s efforts and our interactions on these key initiatives.
- Identifies initiative leaders and teams, establishes quantified monthly goals, tracks progress, and establishes accountability.
- Creates a culture of countermeasures, so that when a key initiative falls behind schedule, a recovery plan is implemented.
- We work with TBM and Strategy Development Services LLC (SDS) to implement policy deployment. Sodales Partners personnel began working with TBM and SDS to implement policy deployment across many portfolio companies 15 years ago.
- TBM and SDS are both staffed exclusively with former operating executives.
- Manufacturing and service efficiency is often a key driver of value creation in businesses with which we partner. Improving operational efficiency reduces costs, improves service levels, reduces waste and defects, increases on-time delivery, and improves safety, leading to market share gains.
- We utilize a Lean Six Sigma approach, because it is employee-driven and can transform an organization.
- We work with operating executives at TBM and Strategy Development Services LLC (SDS), both Lean Six Sigma consulting firms, to identify and capture operational efficiency opportunities. Sodales personnel began working with TBM and SDS 15 years ago.
- TBM and SDS are both staffed exclusively with former operating executives.
- Sodales team members have worked with numerous Asian joint ventures and wholly-owned subsidiaries, and our knowledge partners have worked with dozens more.
- We can help companies source from Asia or establish subsidiaries to export from Asia and/or to serve Asian demand.
- We have relationships with knowledge partners who know how to navigate the business and political environments in China and other Eastern countries.
- In partnership with management, we select outside Board members for each company that provide experience and expertise that are instrumental to implementing the company’s value creation plan and achieving its mission.
- We foster mentoring relationships between senior management and outside Board members both during and between Board meetings.
- Examples of outside Board members who have been engaged by Sodales personnel include:
- The Chairman and CEO of Sundstrand (a $2 billion public company), Executive Vice President of Illinois Tool Works, and a Board Alert Outstanding Director in the United States.
- CEO of Modine Manufacturing (a $1.8 billion public company).
- CEO of Siegel-Roberts (a $550 million private company) and division President of Eaton Corporation.
- Senior marketing executive at Wilson Sporting Goods and Disney, as well as President of ACCO Office Products (a $1 billion public company).
- CEO of Esselte (a $1 billion private company) and CEO of Wiremold (a $400 million private company).
- CEO of Adidas and senior executive of Duracell.