Marble processing and sales company
The initial situation
• CUSTOMERS TARGET: 60% Italy and 40% foreign
• TURNOVER: € 12 million
• CONTRIBUTION MARGIN: 22%
• GROS TRADING MARGIN: € 600 000
• RESULT: € - 40 000
• EMPLOYEES: 40 including 15 in administrative and commercial areas
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Marble processing and sales company
The problems
• Worsening of financial situation and results achieved, also following
the decline of some international markets
• Poor sales volumes in relation to technical and commercial structure
• Poor organization and inadequate reporting
After several corporate transformations,
the company is experiencing a critical
phase of generational change, with the
necessity of defining roles and goals of
the Management and of the technical and
commercial resources.
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Marble processing and sales company
The intervention
Length of time: 6 months + 12 of post-intervention care:
• commercial goals and strategies:
- introduction of new, exclusively handled, products
- customer segmentation, focused on the target
- revision of the international presence into the new markets, also in
relation to the presence of competitor Players
• Debt Restructuring:
- processing of the Business Plan
- shifting of part of the debt on the medium-long run
- re-negotiation of the cost of debt
• Internal Reorganization:
- definition of roles/responsibilities and interrelation linkages
- simplification of the main operating procedures
- monitoring of the delegation
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Marble processing and sales company
The results: the company today
• Turnover: +12.5% ​(against a market decline of 20%)
• Contribution margin: +8 percentage points
• Reduction of inventory value: € - 200 000
• Riduzione oneri finanziari: - 30 mila euro all’anno
• Reduction of financial charges: € - 54 000 per year
• Net result: € 190 000
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