Кейс Ermak производство снэков в Узбекистане - Разработка маркетинговой стратегии, повышение продаж, разработка систем организационного развития и управления кадрами, повышение эффективности производства и цепи поставок

Ermak is a leading brand snack manufacturer that has been operating on the market since the 90s. Having achieved certain results, the company's management was faced with the need to move to the next stage of development, strengthen the brand, increase sales, improve organizational management and improve the production cycle at all stages. To do this, it was important to check to what extent the existing supply and production chain is capable of ensuring future growth. The consultants needed to study the situation and make recommendations on how to maximize the efficient use of the supply chain and production.

In September 2018, due to the planned increase in its capacity, the company ordered equipment. In order to achieve the goals set by the company, it became necessary to develop a new strategy.

Since 2016, Compass Consulting has been helping the company in solving its tasks, gradually identifying pain points and eliminating them together with the company's team.

Due to the fact that the company had not previously paid attention to figures and their analysis, it was difficult to obtain the necessary data. It took additional time to collect all the information and distribute the data across different channels, media, and formats.

To understand the realism of the tasks set for the business, information about the company's sales, market and target sales channels was also needed, which was collected and analyzed by Compass Consulting specialists. Further, the growth drivers were identified — the key points that need to be developed to achieve the goals.

A detailed action plan — categorization of points of sale, penetration into new regions, redistribution of tasks of agents and supervisors, new advertising activities, export potential was developed and presented to the team together with sales training.

In order to understand the goals and objectives facing the company, preliminary meetings were held with the management.

In order to formulate the company's ideology, mission, vision and values, as well as synchronize the understanding and formulation of the company's philosophy, coaching sessions were held with the company's top management.

Ermak is a family business. With the help of Compass Consulting specialists, the company's management has come to a common understanding of the future business development strategy for 50 years, which now helps them work more seamlessly, focusing on important strategic and tactical issues, and making decisions based on a common vision.

Understanding the development prospects is one of the most important points for effective leadership.

Based on the experience and knowledge of productivity improvement systems, Compass Consulting experts analyzed the problem areas and presented tools to improve production efficiency and increase current volumes. An accounting and control system has been developed that allows shop floor managers and top management to receive timely information about movement throughout the supply chain, as well as to prevent possible disruptions. The work plan and follow-up actions were presented during the training for managers and the production team.

After a detailed study of the company's organizational structure, the basic requirements and criteria for the performance of their duties by employees were developed, and the system of motivation and remuneration, development and training was revised.

After diagnosing the strength of the company's brand as an employer, the growth opportunities for employees within the company were explored. Compass Consulting experts provided recommendations on the remuneration system necessary to attract specialists from outside, as well as on other tools for attracting and retaining employees. Documentation on labor discipline has been developed — internal regulations, company procedure policies, and regulatory standards. In order to continue working in this area, the company was recommended to involve a qualified specialist, an HR manager, who will continue this work.

When signing the contract with Compass Consulting, Ermak aimed to develop a roadmap for achieving its goals. A certain part of the solutions is already in the process of implementation, some stages are in the process of development. Customers are satisfied with the open and trusting collaboration, and the company's willingness to change and implement new tools is reflected in its effectiveness and profitability in both the short and long term.

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