Testimony of Éric Duverger

During a 6-month Transition Management mission, Eric Duverger, Export Sales Manager, within a company in Distribution of industrial supplies and equipment goods, had to adapt to a particular context.
The export sales activity had dropped by more than 40% over the last 3 years. A demotivated team, negative indicators, dissatisfied customers, a situation that had deteriorated significantly and without visibility. The General Management asked to restart the activity in sustainable growth and to present a project with a new dynamic. In short, we can say that the context was hostile and complex. The situation required emergency measures to turn things around quickly.

After the creation of a P&L and an audit of the market, a first revision of the annual budget made it possible to reduce the losses by 100K€. The elaboration of a new positioning strategy for countries and sectors of activity, a plan to improve the processes of the commercial chain, the whole gathered in a 3 years Business Plan has durably boosted the turnover by releasing 2 points of growth compared to the previous year .

To obtain such results, I had to :

• Informing the team, partners, suppliers and support departments of the real situation and giving them the vision of the business in 3 years, with the main steps and objectives to get there was the key to success and offered a 10% growth the following year, i.e. more than 800K€.