Case Studies

Public Utility Improves Customer and Shareholder Value. The management team at a large Midwestern utility was faced with a perplexing situation.  Despite providing gas and electricity at prices that were at or below any neighboring utilities, customers believed that...

Equipment Distributor Targets Key Markets, Quadruples Company Size In 1994, the management team of a very large heavy equipment dealership recognized that the nature of competition was changing dramatically, and that it would no longer be possible to compete...

Mining Equipment Company Streamlines Operations and Qualifies for New Business. A multi-national manufacturer of mining equipment was faced with a significant decline in business at one of its international locations.  The alarming aspect of this decline was that...

Telecommunications Firm Improves Equipment Delivery Time and Reduces Churn. A wireless telecommunications provider, serving primarily business customers, was faced with a losing business proposition:  with a churn rate approaching 50%, the company would have churned...

Manufacturer in Declining Industry Makes Breakthrough Market Share and Profitability Gains. A small manufacturer of conveying, drying, and blending equipment for the plastics industry found itself in the unenviable position of actually losing market share in an...