Audit of sales – Kreston

Аудит системы продаж


AUDIT OF SALES

New sales channels
New market outlets
Sales enhancement
Regulations, business processes, and KPIs

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COMMON PROBLEMS

Unprofitable partnership with buyers/distributors

Unprofitable partnership with buyers/distributors

For your business partnership to generate high gains, there has to be one single approach that would be regulated by a corporate commercial policy and apply to all

Non-fulfillment of plans on sales, income, average purchase amount

Non-fulfillment of plans on sales, income, average purchase amount

Sales promotion activities are often to be inconsistent with the marketing plan. Correlating the advertising support and such activities can enhance your sales greatly

Staff's non-compliance with KPIs, manpower turnover

Staff's non-compliance with KPIs,  manpower turnover

When it comes to sales, some companies still depend on the performance of individual officers. A properly designed motivation system allows you to manage the sales process, obtain a predictable result and be independent of the workforce

Non-optimized sales promotion budget

Non-optimized sales promotion budget

Companies can make many errors as they generate the budget. Even if the budget management procedure is already established, it has to be adjusted and maintained in operational condition

Inefficient management of accounts receivable

Inefficient management of accounts receivable

A well-designed receivables management system allows you to select the right debtor, increase your order portfolio and operating income

No sales strategy

No sales strategy

A sales strategy can assess your capabilities, set objectives at various units, adapt to market changes, grow rapidly, and explode your sales

READY TO DISCUSS YOUR PROJECT?

We’ll be happy to answer all your questions

OUR SOLUTIONS

SALES UNIT
PERFORMANCE ANALYSIS

  • Sales mix analysis
  • Analysis of sales policies and standards
  • Analysis of networking efficiency
  • Motivation program analysis
  • Assessment of staff's performance and proactivity

SALES UNIT
ENHANCEMENT

  • Harmonization of sales plans with plans on production, procurement, and residual stock
  • Assessment of ATL, BTL, and trade marketing correlation
  • Sales tool analysis (presentations, samples, POS materials, price lists, catalogs)
  • Motivation program analysis
  • Development of internal policies

SALES RETURN
ENHANCEMENT

  • Sales planning assessment
  • Optimization of partnership with buyers/distributors
  • Marketing planning optimization
  • Accounts receivable optimization
  • ROI analyses to assess cost-effectiveness of sales promotion

SALES
DEVELOPMENT

  • Analysis of the sales strategy in use
  • New strategy performance assessment
  • Pricing strategy performance assessment
  • Assessment of markets and competitive environment
  • Creation of sales enhancement strategies

OUR CASES

Take a look at some of our solutions that helped our clients to enhance sales

Стратегия

Client: Large pet food producer.

Objective: Establish a cooperation with distributors and optimize costs for trade marketing.

What was done: We helped the company to improve their sales structure and motivation system, define KPIs. We also developed a uniform policy and internal regulations for dealing with distributors and consumers, proposed a system for evaluating the efficiency of trade marketing activities. As a result, the company's annual income increased by 15%.

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Стратегия

Client: Leading confectionery producer.

Objective: Increase the rate of return, identify and eliminate potential errors in the sales system.

What was done: We developed a strategy allowing the company to work with distributors at each stage of sale, wrote regulations on how to deal with distributors and accounts receivable. The consultants also proposed unique instruments to encourage debtors to repay their debts and prepared a new distribution development plan. As a result, the annual income grew to ₴14.7 million.

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Стратегия

Client: Beverage and snacks producer.

Objective: Conduct an independent analysis of the sales system and identify weaknesses exposed to economic abuse.

What was done: The following weaknesses were detected in the course of audit: inefficient use of trade equipment and poor performance of the trading team. We implemented a system for evaluation and monitoring of trade equipment at points of sale, suggested new routing and loading standards to the trading team, developed bonus programs to enable efficient distribution. We implemented analytical approaches that improved the efficiency of management decisions. Trade equipment was then used more efficiently by a measure of 65%. Earnings generated by the trading team increased by 42%.

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ORDER YOUR SALES AUDIT CONSULTATION

Alexander Rud

Alexander Rud

Head of Corporate Business

Development of marketing and sales systems

Alexander Rud
Andrey Kliuzov

Andrey Kliuzov

Senior Business Analyst

Strategy development for new markets
Coaching. Business process implementation

WHY US?

Our international experience and hands-on knowledge across different industries will ensure
high scores of your projects

120+
PROJECTS COMPLETED

Experience

Over 15 years of experience in international auditing, tax auditing, financial investigations, comprehensive diagnostics, strategic and business planning, business processes management, business valuation

Skilled personnel

More than 30 professionals always ready to offer their practical expertise in analytics, controls, high-profile sale systems to expand your Ukrainian or international empire

AUDIT AND CONSULTING PRACTICE BY KRESTON GCG

7000+

PROJECTS COMPLETED

200+

LOYAL CLIENTS

TOP12

OF THE WORLD RANKING

150+

IN-HOUSE STAFF
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