Business cases

Turnaround in the Qatari subsidiary of a UAE group.  The local CEO is the founder’s son, but failed to contain the fall in sales. The company produces building materials (25M USD and 70 people) and sells them in public markets.

The problem is twofold:

• The recent regional embargo leads to a rejection of its tenders (as a UAE company);

• The development of Doha means that its products are no longer suitable;

 Solutions implemented:

• Overhaul of the sales team and definition of a price list

• Adaptation of the industrial tool

• Downsizing (from 70 to 50 people)

 Results after a 5-month mission:

• The order book was filled in 4 weeks, with a horizon of 4 months

• 6 months later, the results (sales and margin rate) are above forecasts, and the order book is still full

New prospects for additional business (services geared towards installers)