베인은 홈페이지 기능 및 성능 개선을 위해 쿠키를 사용합니다. 이와 관련된 더 많은 정보는 개인정보 메뉴에서 확인하실 수 있습니다. 이 웹사이트를 계속 사용하시면 쿠키 사용에 동의하신 것으로 간주됩니다. 

사례 연구

Full potential formula helps chemical company grow

Regional business units (RBUs) of a chemical conglomerate were underperforming and needed help finding ways to become profitable within the industry's new environment. Bain worked closely with all RBUs to reduce variable and fixed costs, innovate product offerings and develop loyalty programs. After just 6 months, results exceeded 12-month goals.

  • 읽기 소요시간

한눈에 보기

  • 12 month goals exceeded by business units

전체보기

The Situation

  • The financial performance of the South American division of a chemical conglomerate* was highly unsatisfactory, since most of the Regional Business Units (RBUs) were struggling with:
    • decreased contribution margins
    • high fixed costs
    • negative EBIT
  • External factors also negatively affected the division's performance
    • devaluation of Brazilian Real
    • economic slowdown
    • increased competition from national low-price products
    • overcapacity in the industry
  • Since the external factors were unlikely to change, the company needed to adjust to the new environment and find ways to achieve profitability.
  • The company launched a company-wide effort, and required that all RBUs revise their current strategies and develop strategic plans to restore short-term profitability. The company asked Bain to support this endeavor.

Our Approach

Over a 12-15 month period, most RBUs were involved in a thorough full potential review of their:

  • business environment
  • current strategy
  • sales performance
  • variable and fixed costs
  • production assets
  • investment plan
  • supply chain management
  • financial performance

Each RBU was analyzed in a ten-week cycle, working closely with the Bain team. A proposed full potential strategy for one of the RBUs consisted of six strategic imperatives, as shown here.

 

Our Recommendations

The six strategic imperatives encompassed 14 key initiatives, focused on both market side actions and operations improvements.

The Results

The full potential strategy that the company adopted paid off even faster than it expected: within six months, the business units had exceeded their 12-month goals.



 

* We take our clients' confidentiality seriously. While we've changed their names, the results are real. 

베인에 궁금하신 점이 있으신가요?

베인은 글로벌 리더들이 중요한 이슈를 해결하고 기회를 놓치지 않도록 지원합니다. 고객사와 협력하여 지속되는 변화와 성과를 창출합니다.