Exes

GROW

Every battle is won before it is fought'- Sun Tzu

Our main services

Growing a business is never easy! Growth can be achieved in many ways but the path to growth should be tailor-made for each business. We have been assisting companies to grow by working with them to prepare and fully implement customised growth plans. Every business is unique and the formula to growth is never the same.

Our main services are

Growth Strategy Implementation
Revenue Enhancement
New Market Entry: Cyprus - Greece - UK - Egypt
Customer Relationship Management (CRM) Implementation
Sales & Marketing Outsourcing

I. GROWTH STRATEGY IMPLEMENTATION

DESCRIPTION

Organic growth requires strong management, clear strategy and effective implementation. Growth may be achieved in a number of ways by introducing new products, entering new markets, vertical and horizontal integration. Growth Plan define the ways the company wants to grow its business and examines alternatives. The main challenge is to identify and implement the right growth strategy.

BENEFITS

Our company proposed the preparation of a Growth Strategic Plan setting clear objectives and incorporating an Action Plan. The main steps for the preparation of the Strategy Plan were as follows:

Analysis of the economy
Analysis of the retail market
Analysis of the competition
Benchmarking against the main competitors
Financial Analysis of the Company
Sales analysis of the Company
Interviews with top management
Workshops with key members of staff
Scenario analysis for future growth
Selection of the basic scenario
Setting clear objectives
Preparation of financial projections
Analysis of projections and objectives at departmental level
Preparation of Action Plan at Company and departmental level
Monitoring the implementation of the Strategic Plan

Following the finalisation of the Strategic Plan, it was presented to the Global Headquarters. The Strategic Plan was approved and the Headquarters provided financial assistance for its implementation.

Results:Preparation & Implementation of a Growth Strategy Plan for an international Retail Company

The Challenge

The International Retail Company operated two hypermarkets and generated sales of €33mn. The newly appointed CEO wanted to understand the local market, exploit the growth opportunities and set clear strategic objectives for the next four years.

Our Solution

Our company proposed the preparation of a Growth Strategic Plan setting clear objectives and incorporating an Action Plan. The main steps for the preparation of the Strategy Plan were as follows:

Analysis of the economy
Analysis of the retail market
Analysis of the competition
Benchmarking against the main competitors
Financial Analysis of the Company
Sales analysis of the Company
Interviews with top management
Workshops with key members of staff
Scenario analysis for future growth
Selection of the basic scenario
Setting clear objectives
Preparation of financial projections
Analysis of projections and objectives at departmental level
Preparation of Action Plan at Company and departmental level
Monitoring the implementation of the Strategic Plan

Punch line

The International Retail Company approved a Strategy Plan that allowed its rapid growth by 63% over four years.

Results delivered

Within four years, the International Retail Company opened three new hypermarkets, achieved organic growth of 15% in existing stores and generated revenue in excess of €55 mn.

II.REVENUE ENHANCEMENT

DESCRIPTION

Revenue enhancement services focus on the sales and marketing performance and activities of the company. It requires a thorough analysis of sales and profitability by activity, channel, product or service line and customer. It is accompanied by an analysis of the company's sales and marketing organisation. Following the analysis, growth opportunities are identified and improvements are implemented.

BENEFITS

Identification of sales growth opportunities
Improvement of the Sales Department's organisation
Better return on marketing expenditure
Improvement of the company’s profitability

At EXES, our management has assisted companies achieve organic growth, in some cases, of more than 30% within a year. In other cases, our management assisted companies to reverse negative sales trends into sustainable sales growth.

Results:A leading stationery group increased its turnover through specific sales actions

The Challenge

The Group consisted of five separate businesses in stationery, books, news and music retailing. The new CEO believed that the company under-performed so he worked with us in order to increase its sales and improve the company’s operational efficiency in the News Division.

Our Solution

Initially, we performed financial and sales analysis of the News Division. The analysis was followed by interviews of top managers in order to understand the business better and obtain their point of view. The analysis revealed a healthy but low growth business, resistant to change.

Then, we held a workshop with the client’s project team in order to decide on the Key Performance Indicators (KPIs) to be used for benchmarking against its two main competitors. The exercise was based on publicly available information and industry best practices.

Our conclusions included low sales per square foot in some stores, high levels of stock for certain products and inefficient use of the division’s fleet.

Our conclusions and recommendations for improvement were presented to the management and we jointly implemented them.

Punch line

A leading stationery retailing group managed to increase its sales and improve its operational efficiency through benchmarking against its key competitors and a detailed analysis of its sales.

Results delivered

The News Division increased sales by making changes in the layout of some of its stores to accommodate high growth publications. In addition, the levels of stock were reduced for certain items improving the company’s liquidity.

III. NEW MARKET ENTRY: CYPRUS - GREECE - UK - EGYPT

DESCRIPTION

There are three basic ways to enter a new market:

Exports/ Local Agent
Set up a local company
Acquire a local company

The first step in entering a new market is a Market Entry Study that will analyse the economy, market, competitors, customers and identify the best market entry option. The Market Entry Study will also demonstrate whether the market entry is feasible before a major investment takes place. The second step is entering the new market with our assistance.

BENEFITS

Widen the company's client base
Increase sales
Explore economies of scale therefore reduce the unit cost of its products
Diversify the company's risk to more than one market
Build multi-national or even global brands or services
Increase the company's value

At EXES, our management has been assisting companies to grow internationally for more than twenty years. We prepare a business case for entering the new market, identify prospects for our clients and proceed with implementation.

Results:Entry of an leading US D-I-Y chain in the UK market

The Challenge

The leading US D-I-Y company was considering its entrance into Europe through the UK market. The International Director asked us to prepare a study of the United Kingdom’s D-I-Y market as well as their strategic

Our Solution

Our company took the following steps in order to prepare the study:

Brief analysis of the United Kingdom’s economy and prospects
Analysis of the D-I-Y market and its prospects
Detailed analysis of the main competitors with financial information, sales statistics and market share information. For listed companies their valuation and share price forecasts were included
Market entry by acquisition: Analysis of the advantages and disadvantages of entering through an acquisition. Potential acquisition targets were also included
Market entry through organic growth: Analysis of the advantages and disadvantages of entering through organic growth i.e. setting up a company and growing organically

Punch line

A leading US Do-It-Yourself (D-I-Y) company wanted to explore the opportunity of entering the European market starting from the United Kingdom. Within two years they have entered the UK market successfully.

Results delivered

Our study was presented to the International Director and the Board of Directors of the D-I-Y company in the USA. The study clearly stated the prospects of the UK market and the strategic options of the company entering this market. Two years later the company entered the UK market.

IV. CUSTOMER RELATIONSHIP MANAGEMENT (CRM) IMPLEMENTATION

DESCRIPTION

Customer Relationship Management (CRM) is about managing the company’s most important partners: its customers. Selection, set up and management of the CRM software can be challenging tasks especially for companies who did not use CRM in the past.

BENEFITS

Manage effectively the company's sales leads
Manage effectively the company's salesforce
Improve business relationship with clients and increase client retention
Improve the rate of sales closures
Maximise sales revenue

At EXES, we assist companies to select and implement the appropriate CRM software. Furthermore, we assist them manage their sales funnel, monitor sales, take advantage of opportunities and grow.

Results:Set up and implementation of CRM software increases sales conversion rate

The Challenge

An importer of technology products faced two years of losses and three years of decline in sales. The shareholders’ requested our assistance in order to reverse this trend and find ways to increase sales again.

Our Solution

Our company took the following steps:

Obtained detailed sales data and analysed sales
Interviewed the company’s management and its salespeople
Through the analysis it became apparent that there was not system of recording leads and sales opportunities and the company had no reliable sales pipeline records
We recommended the introduction of a Customer Relationship Management software
The needs of the sales staff were analysed and the selling process was documented
Based on a market review, we recommended two cloud based software for assessment and the most suitable was selected
We set up the software in co-operation with the company’s Sales Department
We began monitoring the sales process through weekly meetings for the first three months to ensure the correct use of software
We held bi-weekly sales meetings and implemented actions to increase sales

Punch line

An importer of technology products increased its sales conversion rate from 24% to 47% enabling the company to turn around and become profitable.

Results delivered

The introduction of the new software was of critical importance in the turn-around of the company. The Sales process became more effective and more transparent. The company increased its conversion rate from 24% in the previous year to 47% and the sales have fully recovered.

V. SALES & MARKETING OUTSOURCING

DESCRIPTION

Many Small and Medium sized Enterprises (SMEs) cannot afford large Sales and Marketing Departments. However, they understand that emphasis in sales and marketing activities is important in the development and growth of the company.

In a recent study on SMEs performed by EXES Strategy Consultants, we identified that lack of a Marketing Plan and inefficient sales organisation were among the main reason behind failure to achieve corporate goals.

BENEFITS

More customer leads
Increased brand recognition
Improved sales conversion rates
Better customer feedback

At EXES we offer our clients the possibility to outsource part of their sales and marketing activities. We provide tailor –made solutions to cover all basic marketing needs which include preparing and implementing a Marketing Plan including e-mail marketing, flyers, newsletters, Facebook posts, SMS marketing and monitoring web site analytics.

In addition, we have more than 50 tested sales tools and methodologies for companies to grow. For our clients we select the most suitable tools and we implement them, taking part in the sales process from identifying leads to closing the sale.

Results:Outsourcing Sales & Marketing activities resulted in sales growth

The Challenge

A medium sized business, importer of furniture, faced stagnant sales for three years and was forced to close its second retail outlet in order to revive sales of its main branch.

Our Solution

In order to revive sales, our company took the following steps:

Prepared a sales and financial analysis of the company
Interviewed the company’s management
Through the analysis it became apparent that the company had no marketing or sales plan and it relied exclusively on its existing clientele for new sales
We recommended the outsourcing of the company’s marketing and the identification of sales prospects to our company
We prepared a basic marketing plan for the company and we commenced implementation
The plan included creating a database of customer contact details, e-mail marketing, facebook marketing, SMS marketing as well as the use of fliers to promote special events locally
We also organised the Sales Department and held Sales Workshops to improve their effectiveness
After six months the company’s sales began to recover

Punch line

The business faced stagnant sales for over three years. The planning and implementation of specific sales and marketing actions allowed sales to increase by more than 13?ter six months.

Results delivered

The planning and implementation of specific sales and marketing actions allowed the company to record increase in sales of over 13?ter six months of working together.