The Darmouth Group

Dartmouth Group Case Brief

Industry:
Office Furniture Distributor

Client Issue:
Need to redesign the sales structure, geography and compensation design

The Business Challenge

Facing a consumer-driven, split market segment, a major office furniture distributor needed to have the appropriate resources, structure and compensation to accommodate two different types of customers: those who wanted it cheap and easy, and a different set of customers who valued interaction and wanted a consultative-like engagement.

The Solution

The Dartmouth Group worked with senior management to develop and implement an overall transition strategy that started with market potential analysis, customer interviews and field studies. The next phase was to match the sales structure and compensation plans to meet the market demands validated. The results were more satisfied customers at both levels and a better utilization of constrained resources.

Client Issue:
Unhappy with the ability of the sales force to sell enough value to justify price, without negotiating away margins

Client Issue:
Unable to penetrate markets as quickly as necessary with new products

Client Issue:
Need to redesign the sales structure, geography and compensation design

Client Issue:
Concerned about the increasing demands from clients, and if you are equipped to meet the increasing demands

Client Issue:
Afraid of losing talent or under-developing current employees due to an inadequate or insufficient coaching and development program

Client Issue:
Dissatisfied with current ability to adequately forecast for long term planning and short term resource allocation

What our Clients say…..