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

Revenue hunt delivers for air freight company

Bain's client, an international air freight services company, was suffering from poor financial performance. Bain's analysis uncovered the root causes of the company's loss of revenue and profit. We recommended a list of quick-hit initiatives that yielded a potential profit improvement of $250 million.

  • 읽기 소요시간

한눈에 보기

  • $250M potential profit improvment

전체보기

The Situation

DeliveryCo* is an international airfreight services company. Its financial performance was suffering from declining revenues and it had had an unprofitable past year. DeliveryCo had opportunities to grow its revenues profitably through tackling several areas:

  • Reducing customer churn
  • Improving customer targeting
  • Enhancing product portfolio
  • Improving salesforce effectiveness

DeliveryCo asked Bain to address three questions:

  • Who are the most profitable customers, and how can DeliveryCo most effectively target them?
  • What are the highest impact initiatives to improve DeliveryCo's profitability?
  • What are the "quick wins" to turn around profit performance as soon as possible?

Our Approach

Bain took a typical revenue hunt approach which begins with building a fact base. This included quantifying the sources of revenue, assessing profitability of customer and product mix, evaluating sales and channel dynamics and assessing marketing and pricing effectiveness. Building the fact base uncovered:

  • Significant revenue opportunity across all major levers (see chart below)
  • Large opportunity to increase margin from high-value customer segments
  • Wide variability in pricing for different customers
  • Opportunity to increase productivity of direct salesforce channel
  • Better targeting of vertical segments with marketing efforts

Our Recommendations

Synthesis of the fact base resulted in a list of profit improvement initiatives that ranged from short to long-term programs. These initiatives were prioritized and sequenced based on value vs. ease of implementation. Benefits and risks for each program were carefully weighed.

Initiatives were grouped into change programs worth ~$100M in profit.

The Results

The profit improvement initiative started in April and delivered EBIT improvement within the same year.

 

 

* 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.