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Turnaround plan for a distributor of Household appliances and Consumer Electronics

  • Title : Turnaround plan for a distributor of Household appliances and Consumer Electronics
  • Tags : Turnaround, Strategy, Market analysis, Profitability

Case #1

Develop a turnaround plan with its financial implications and present it to the Board of Directors
  • Context
  • Approach
  • Result

The client is a regional distributor of consumer electronics, white goods, black goods, small home appliances, and office equipment.

The business had been experiencing a sharp drop in sales (overall more than 50% drop) and was facing profitability issues.


Conducted external and internal analysis

Reviewed market analysis: market size, market shares, competitors, customers
Conducted a financial performance analysis:
Reviewed sales breakdown by brand, by category, and by channel
Reviewed profitability by brand and by category
Reviewed inventory volume and value
Analyzed the data and identified the drivers behind sales and profit

Lead a strategic workshop
Prepared a workshop with top management and select managers outside the group
Facilitated the workshop

Presented a synthesis of the analysis
Animated an interactive session on strategic options
Synthesized the recommended strategic options for the turnaround

Developed a turnaround plan and a Board of Directors presentation
Conducted individual sessions with top management and finalized the turnaround plan
Strategic options
Action plan
Presented the strategic plan to the Board of Directors and obtain approval


Obtained the Board of Directors approval
Re-focused the activity:
Identified 4 areas of sustainable growth in sales
Exited 3 loss-making consumer electronics brands
Turned back the company to profitability in 1 year

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