A company outperforming its competitors on Quality, and matching them on Price, was not enjoying the anticipated level of sales success

Our study compared the manufacturing and distribution operations of our client with those of two competitors. Customer research revealed that although the client's product was considered slightly superior to competitors', there was a comparative weakness in service, resulting from a different distribution method.

Focused study of one of the competitors revealed the surprising fact that its radically different approach to distribution was yielding a previously undetected double advantage - in terms of both cost (through lower levels of stock-holding) and customer satisfaction (by allowing customers greater flexibility in their ordering patterns and shorter lead-times, which they actually valued more highly than slight superiority in product quality).

Further analysis resulted in detailed action plans for significant cost savings to our client, plus greatly improved customer service and competitiveness.

Back to top

Back to Main