CASE STUDY 1

Industry: Value added Equipment/software/service Distributor-serving multiple industries

Size: 30 employees.

Entity: Non-public corporation.

Situation: Growing sales, losses.

Findings: Too diversified; no economies.

No P&L information by business segment.

Equipment Service contracts were under priced.

Core industry –Banking.

Action: Developed and implemented a turnaround plan and strategy focused on the banking industry.

Implemented a business segment contribution margin P&L.

Increased equipment service prices 10%.

Mobilized all efforts towards the banking industry.

Sold and/or closed down all other business segments.

Results: Eliminated losses.

Achieved 11.1% pre owner compensation margin on sales over a five-year period while growing sales 5 times.

Company presently, doing in excess of $100 million in sales with 300 employees.

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