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Case Study 2: Targeting Margin Growth

Our client had accepted margin erosion during a period of continuous sales growth; until it continued to decline after sales levelled. Application of forecasting techniques demonstrated the levelling of demand could have been anticipated and expenditure plans managed accordingly. Product contribution analysis also revealed staff had
continued to chase sales growth into increasingly marginal sectors. Presented with the facts, the client management team were able to re-focus sales efforts and install marketing and pricing recommendations, recovering margin and positioning the consolidated business for the future renewed growth indicated by our forecasts.

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