Large International Steel Distributor

Client Situation: The company was facing a market in overall decline, with prices near historical lows. Suppliers, competitors and customers were all consolidating, and the company retained ABA to stop the decline in revenue and return to a path of profitable growth.

ABA Approach: ABA conducted a thorough analysis of the market situation as well as primary research to get an in-depth understanding of customers' buying criteria. Based on our understanding of the market and the customers we developed five operational standards for the company to embrace that would bring customers back and help penetrate new markets. We further designed a number of programs to bring about a cultural change that was focused on customers and sales.

Results: The implementation of our program has resulted in strong sales growth, reduced employee turnover, and the return of previous customers. The company has also achieved the cultural shift it pursued, with employees having a more balanced focus on growing customers and sales as well as internal operations.

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