Lead Consultant – Anirban Banerjee

Client: Mid-sized engineering equipment manufacturer, India

The Challenge:

• Operated in a highly competitive, margin-sensitive industrial and construction equipment market.
• Leadership wanted to grow market share, improve Quality, Cost, and Delivery (QCD) performance, and become a market leader.
• Internal functions were not fully aligned to market needs, and there was no standardized playbook for new markets.
• Sales and distribution effectiveness varied by region, and after-sales service was underdeveloped.

The Solution – Four-Phase Transformation Roadmap:

Phase 1: Market Penetration and Diagnostics

• Identify and prioritize target markets by product, margin, and potential.
• Understand customer needs and drivers.
• Audit distribution channels and assess sales and after-sales capabilities.
• Create a repeatable playbook for entering new markets.

Phase 2: Building Delivery and Service Excellence

• Align supply chain and engineering with market requirements.
• Optimize quality, cost, and delivery through value engineering and improved systems.
• Strengthen service processes for complaints, warranty, and post-warranty revenue.
• Develop a network of workshops and field technicians.

Phase 3: Future Growth and Product Strategy

• Use early wins to expand strategically into new product lines.
• Reposition the brand to reflect enhanced capabilities.
• Design a future-ready organization structure with clear roles and performance metrics.

Phase 4: Defining the North Star

• Co-create a clear vision and mission with leadership.
• Translate into a 3–5 year strategic plan with prioritized initiatives and investments.

Governance and Partnership Model:

• Joint steering committee to monitor progress and align initiatives.
• Hands-on consultancy approach emphasizing practical, implementable solutions.
• Team with over 100 years of combined experience in industrial sectors, supporting market entry, scaling, and turnarounds for MSMEs and family-owned businesses.

Impact:

• Clear market-focused growth strategy.
• Improved alignment between internal capabilities and market expectations.
• Stronger after-sales and delivery capabilities to support long-term market leadership.