We are a global management consultancy that delivers exceptional outcomes and sustainable change

We are a global management consultancy that delivers exceptional outcomes and sustainable change

Case Study

Oper­a­tional Excellence

An agri-tech man­u­fac­tur­er opti­mis­es effi­cien­cy and saves $450,000


Key results


Improve­ment in productivity 


Increase in sales  
meet­ing effectiveness 


Bot­tom­line sav­ings achieved 

Our client was a lead­ing man­u­fac­tur­er of elec­tric fence sys­tems, live­stock scales, elec­tron­ic iden­ti­fi­ca­tion prod­ucts and milk meter­ing equip­ment for farm­ers in over 100 coun­tries. The com­pa­ny designs, man­u­fac­tures and mar­kets prod­ucts and solu­tions to increase effi­cien­cy and prof­itabil­i­ty in the agri­cul­tur­al sector. 

The chal­lenge

Although the company’s retail sales team had been achiev­ing its annu­al tar­gets, the client want­ed to improve fur­ther. After a detailed analy­sis, we dis­cov­ered that: 

  • Area sales man­agers were large­ly self-directed, with min­i­mal guid­ance from nation­al man­agers, espe­cial­ly regard­ing sales pro­duc­tiv­i­ty. This led to incon­sis­ten­cies for required num­ber of sales calls and types of activ­i­ties dur­ing sales visits. 
  • Dai­ly activ­i­ties between sales man­agers, retail key accounts and high-value end users also lacked vis­i­bil­i­ty, increas­ing the risk of ser­vice inefficiencies. 
  • The Cus­tomer Rela­tion­ship Man­age­ment (CRM) sys­tem was also under-utilised, pro­vid­ing lit­tle vis­i­bil­i­ty of the sales activ­i­ty history. 
  • There was low vis­i­bil­i­ty on the time tak­en up for prod­uct trou­bleshoot­ing and oth­er non-value-adding impairments. 
  • There was a need for bet­ter key lead indi­ca­tors that could be man­aged to max­imise month­ly sales performance. 

What we did

In order to eval­u­ate the cur­rent state of sales per­for­mance and iden­ti­fy poten­tial areas for improve­ment, Renoir and the com­pa­ny worked togeth­er to: 

  • Con­duct inter­views across the organ­i­sa­tion to cap­ture sys­temic gaps in the plan­ning and report­ing used to con­trol sales performance. 
  • Iden­ti­fy best prac­tices used across the sales team. 
  • Cre­at­ed a cross-functional Man­age­ment Action Team (MAT) to ensure resources were prop­er­ly man­aged and pro­posed changes were suc­cess­ful­ly implemented. 
  • Held pre­sen­ta­tions and field coach­ing ses­sions with sales man­agers to ensure the suc­cess­ful uptake of the new oper­a­tional changes. 

Fol­low­ing this, a 20-week project was start­ed to track the sales activ­i­ties across the company’s retail clients. The project was split into three stages: 

Opti­mis­ing pro­duc­tiv­i­ty and efficiency 

Stores in the sales ter­ri­to­ries were eval­u­at­ed and clas­si­fied accord­ing to his­tor­i­cal sales and growth poten­tial. Var­i­ous KPIs and report­ing mea­sures were imple­ment­ed to man­age sales pro­duc­tiv­i­ty and sales tar­gets, while also iden­ti­fy­ing indi­vid­ual stores that had not been vis­it­ed with­in the tar­get cycle. 

The result of this Focus Process® was a “Best Prac­tices” toolk­it that includ­ed train­ing on prod­uct knowl­edge, pro­mo­tion­al tech­niques and a sales vis­its check­list that cov­ered all the key sales drivers. 

Results of the check­list were matched against store month-on-month sales to ensure that the new sales activ­i­ties were deliv­er­ing improved results. Clear guide­lines were estab­lished to man­age min­i­mum expec­ta­tions and suc­cess­ful tac­tics were reg­u­lar­ly shared in the fort­night­ly sales con­fer­ence call. 

This val­i­da­tion process ensured con­tin­u­ous eval­u­a­tion of sales process and sales behav­iours to dri­ve ongo­ing sales effectiveness. 

Improv­ing report­ing and busi­ness intelligence 

Mobile report­ing sys­tems were devel­oped and inte­grat­ed into the exist­ing CRM sys­tem to mon­i­tor and ver­i­fy data integri­ty. As a result, sum­maries of sales vis­its – and the cor­re­spond­ing dash­boards – could be updat­ed in real time. 

Reports also fac­tored in KPIs that were pre­vi­ous­ly not mon­i­tored to give clear vis­i­bil­i­ty of mar­ket demand. The report­ing was rolled up and down in more detail for all lev­els of man­age­ment, with the appro­pri­ate KPIs being includ­ed for each lev­el of account­abil­i­ty in the organisation. 

Sales man­agers also gained access to more infor­ma­tion on indi­vid­ual store per­for­mances, lead­ing to an increase in the effec­tive­ness of their dis­cus­sions with their sales staff, and the iden­ti­fi­ca­tion of oppor­tu­ni­ties for sales growth. 


Along­side the key results that were obtained after just 10 weeks of imple­men­ta­tion, the sales approach also under­went an upgrade. With a well-designed Sales Man­age­ment Con­trol Sys­tem (SMCS) in place, sales man­agers now had access to bet­ter met­rics for plan­ning and a method of deliv­er­ing sus­tained sales ben­e­fits to the busi­ness. In short, the SMCS becomes a method to mon­i­tor per­for­mance effec­tive­ly and dri­ve con­tin­u­ous, sus­tain­able improvement. 

What the client said: 

“With­in the short time­frame of the project, the Retail Sales Team achieved a sig­nif­i­cant rise in sales vol­ume and mar­gin and cre­at­ed the frame­work for con­tin­u­ous improve­ment to deliv­er fur­ther increas­es.” – CEO 

Learn more about build­ing well-designed man­age­ment con­trol sys­tems in our white paper, Prim­ing Busi­ness Process­es for Excel­lence: Digi­tis­ing Man­age­ment Con­trol Sys­tems. 

We take client con­fi­den­tial­i­ty seri­ous­ly. While we have kept the brand anony­mous, the results are real. 

Share This Case Study

How We Can Help

Related Industry

Connect with us

Let us work with you to achieve exceptional results.

Share this case study

Other case studies


Case Studies

A port oper­a­tions group stomps out fire­fight­ing and saves $10.3million

Oper­a­tional Excellence

Case Studies

Mine Plan­ning – Attain­ment and Adherence

Oper­a­tional Excellence

Case Studies

A stain­less steel man­u­fac­tur­er increased its over­all month­ly pro­duc­tion by 16% in less than 6 months

Case Studies


A con­struc­tion firm designed a new way of work to enhance work-life balance
11 Mar 2022

Case Studies

Oper­a­tional Excellence

A phar­ma­ceu­ti­cal com­pa­ny cre­ates a cul­ture of productivity
13 Jun 2022

Case Studies


A port oper­a­tions group stomps out fire­fight­ing and saves $10.3million
29 Sep 2021