A foods product manufacturer sought means to better assess Customer performance in order to work collaboratively with customers to plan and improve performance


  • Customer performance was generally based on margin and growth metrics leaving uncertainty as to opportunities for improvement


  • Develop customer performance scorecard
  • Identify opportunities for focused improvement


  • Core value-based performance measurement put in place
  • Customer performance scorecard established while also providing for hierarchical views to both sales reps and market channels
  • Assess performance across customers and identify points of opportunity


  • A long-standing customer was identified as performing well below target levels in cash flow and return.
  • Key drivers and relative impact of needed changes were assessed
  • Collaborative planning session held with Customer where performance metrics were shared
  • Alternatives assessed and collective plan to positively impact performance agreed upon

Alternative Impacts Assessed using “What-If” Value Calculator

Food Products Manufacturing

By |2013-07-12T11:20:40+00:00May 23rd, 2013|All Case Studies, Manufacturing|0 Comments

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