Client context.

Our client was a pioneer of new technology in an emerging electricals category and led the market in the intial years of industry expansion.
However, the client could not keep pace with market shifts driven by lower price points, convenience, high blitz celebrity advertising, and organisationsal challenges.
Within a few years the company landed up making losses which kept on accumulating in spite of a number of measures taken by the client in the last few years.

Kanvic's approach.

We first built a comprehensive market map of the core product category and its adjacent segments. We then conducted a detailed comparative analysis of the client and its peers using our proprietary tools such as Performance Navigator and Competitor DNA.

Strategic choices on technology, products and customer segments restricted the client's competitive space to a small share of the total market. While growth segments were dominated by the competition. Our analysis also uncovered the relative market appeal of two competing technologies, a key element of driving the business forward.

We developed a fully customised strategy to increase sales, cut down costs, improve internal efficiencies, and provided extensive training for transformational change.

Client benefits.

30% increase in sales

Our sales growth strategy to increase reach and improve sales force effectiveness led to a 30% increase in sales within the first year of implementation.

Improvement in cost structure

Our work brought sustainable improvement in the client’s cost structure, improving EBITDA margins by 4%.

Capability building

As part of the turnaround process we developed the capabilities of the client’s teams in core areas including sales, marketing and service to sustain long-term improvements.

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Make the critical, interdependent decisions necessary to succeed in today’s world.
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Adapt to the new era of digitally driven business.
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Make deep and lasting changes to improve your business performance.
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Deliver and capture more value.
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