FMCG/ Pharma
Outperformance and profitability improvement through energized organization
We demonstrated correlation between doctors’ engagement and sales-force engagement with the revenue growth. SBUs with engaged sales force and engaged doctors had 80% higher revenue growth. Subsequently root causes of disengagement in doctors, sales-force, stockists and plant employees were identified and addressed though a carefully crafted plan implemented under the supervision of the Chairman.
In the target SBUs, sales grew by 30 to 40% and the new formulations created in the plant increased fourfold leading to significant increase in revenues and profits, which translated in significant increase in shareholder value.
