Managing Change for a Family Printing Business

Background

This established family owned printing business was experiencing a steady decline in sales because of market rationalisation. The directors also felt that improvements in working practices and the overall working environment could be improved. Guidance was also sought on what market segments the company should focus.

Nature of work undertaken.

• Initial work centred on establishing the company vision and objectives of the shareholders.

• A detailed internal audit of the company was carried out to establish strengths and potential areas of improvement.

• Market research was undertaken to assess existing and potential markets.

• A company strategy was devised in consultation with the directors that included some management restructuring.

• An affordable Sales and Marketing plan was drawn up which focused on particular market segments where the company could demonstrate a competitive edge.

• The directors received further training on strategic planning techniques and staff motivation schemes.

Outcome

Company recorded a 30% increase in customer base, improved gross margins and a 20% increase in turnover as a direct result of intervention. In addition, further benefits were seen by a reduction in staff absenteeism and an improvement in productivity.

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