Results

• Achieved breakeven in 2 months, profitability by 3rd month
• Went from 3% loss to 3% profit in 5 months
• 90% reduction in returns
• 16% inventory reduction

Company Profile & Position

• Family-owned
• Interim President

Situation

• Company losing money, one month away from closing
• Father founded the company, currently run by daughter
• Concerns regarding sales organization and sales leadership
• Non-performing team
• No plan, goals or metrics; lack of processes
• High inventory

Implementation

• Established strategic plan, goals, metrics with dashboards, daily quotas and accountability
• Held daily meetings with follow-through
• Prioritized quotes and engineering
• Increased margins by charging for engineering, increasing prices and creating better metrics for purchasing
• Corrected inventory
• Reorganized with 20% force reduction, removed “C” players and elevated other employees
• Created daily booking thermometer to allow for 13-week budgeting
• Issued quotes/proposals to prospects
• Assisted in identifying a full-time VP of Sales

Cerius Insights

“We would not be in business today if we did not make the move to bring in an interim executive.”