Case Study: Tier 2 Materials

Situation

Major international footwear material supplier was in imminent danger of being cut by largest brand customer, accounting for > 65% of total revenue. Brand scorecards showed major decline in all aspects of partnership.  Supplier lacked fundamental understanding of how customers and industry were evolving, and clear direction on how they needed to likewise evolve to stay relevant and avoid decline.

Objective

Drive a strategic turn-around to enable:

  • Strategic alignment to key customers’ most important priorities

  • Operationalization of strategic imperatives within Supplier headquarters and satellite manufacturing locations

  • Communication with key customers to ensure understanding of strategic alignment and progress

Results and Deliverables

Zefyr partnered with this leading brand to align on strategic priorities in a sequence that would maximize impact in the organization. We then dove deep into their source base and identified key points for consolidation and source base shifts to maximize quality and maximize margin. We reviewed the Go-To-Market calendar that supports that source base, clarifying roles and process to deliver on time and on quality. Finally, Zefyr created a three-year organizational roadmap to support strategic growth and process maturity while also prioritizing critical roles to mitigate risk in the short term.

 

+70% Performance

In Customer provided Performance ratings

+6% Skills

6% Skills improvement

Maintained Status

Maintained and positive customer perception completely restored

 
 
 
 
David Kelley