Andrius Kubiliūnas | Business Transformation & Sales Strategy Consulting

Tag: Process Improvement

  • When Growth Stalls: How One Company Turned Decline into Expansion

    For years, a well-established retail and wholesale company thrived in global markets. However, as time passed, stagnation set in—sales across all channels plateaued or declined, while operational costs continued to rise. The leadership team recognized the urgency of the situation but faced a critical challenge: where to begin?

    Identifying the Core Issues

    A thorough assessment revealed that the company’s structure had become overly complex, leading to inefficiencies. Key pain points included:

    • Lack of role clarity: Responsibilities were scattered, leading to overlapping efforts and misalignment.
    • Absence of structured goal-setting: Without a clear performance tracking system, decision-making relied on assumptions rather than data.
    • Inefficient customer segmentation: Sales efforts were spread too thin, focusing on all customers rather than prioritizing the most valuable ones.
    • Cumbersome sales processes: The team was burdened with routine tasks that took time away from strategic growth activities.
    • Limited accountability: Without clear ownership, employees lacked the autonomy to make meaningful decisions.

    Strategic Changes That Sparked Growth

    To reverse the decline and reposition the company for expansion, several key initiatives were implemented:

    ✅ Refined Organizational Structure – Clearly defined roles and responsibilities streamlined workflows, ensuring every team member had a focused area of impact.

    ✅ Goal-Setting & Performance Tracking System – A structured system was introduced to monitor progress in real time, allowing leadership to make data-driven decisions.

    ✅ Optimized Customer Segmentation – The company redirected its efforts toward high-value, long-term clients, maximizing revenue potential.

    ✅ Streamlined & Automated Sales Processes – Reducing manual tasks allowed the sales team to dedicate more time to business development and strategic partnerships.

    ✅ Empowered Teams with More Ownership – Employees were given the authority to make decisions, fostering a culture of accountability and proactive problem-solving.

    Results: A Business Reignited

    These strategic shifts didn’t just stabilize the business—they fueled expansion. With a more focused approach, improved team accountability, and optimized operations, the company regained its competitive edge. As a result:

    • Sales rebounded and showed consistent growth.
    • Operational efficiency increased, reducing unnecessary costs.
    • The company successfully expanded into new markets with renewed confidence.

    Key Takeaway

    When a business begins to stagnate, the solution is rarely just to “sell more.” Sustainable transformation occurs when structure, strategy, and execution align. By clarifying roles, leveraging data-driven insights, and optimizing processes, companies can break through stagnation and reignite long-term growth.

  • Scaling Without Breaking: How Structure Transformed a Rapidly Growing FMCG Business

    The Challenge: When Growth Becomes a Bottleneck

    Every business strives for growth, but when expansion outpaces internal processes, it can quickly turn into a liability.

    A fast-growing FMCG company I worked with was enjoying increasing sales, but behind the scenes, operational inefficiencies were becoming a major issue:

    • Order mix-ups were leading to delivery issues and strained relationships with retailers.
    • The commercial team was overwhelmed, struggling to manage supplier and customer relationships effectively.
    • Innovation had stalled—with no time to focus on new product development, the company was at risk of losing its competitive edge.

    Without addressing these challenges, the company’s growth trajectory was at risk. Scaling without structure wasn’t sustainable, and they needed a plan to fix the inefficiencies before they became critical.

    The Solution: Implementing Structure for Sustainable Growth

    Rather than simply pushing for more sales, we focused on building a foundation that would allow the company to scale efficiently.

    Key initiatives included:

    ✔ Restructuring the commercial team – Defining clear roles and responsibilities, ensuring accountability, and improving efficiency.
    ✔ Introducing a motivation system – Aligning employee incentives with key business objectives to drive performance and engagement.
    ✔ Implementing a goal management framework – Prioritizing tasks and ensuring that teams had a structured approach to execution.
    ✔ Revamping warehouse management – Optimizing inventory flow, reducing errors, and improving cash flow through better stock control.

    The Impact: Sustainable Growth and Increased Profitability

    With these structural changes in place, the company was able to scale effectively while maintaining operational efficiency:

    📈 Profits continued to grow at a steady 20% per year, without increasing headcount.
    📈 Stronger sales relationships led to increased revenue from existing partners.
    📈 New business development accelerated, with a dedicated team member focusing on new product categories and partnerships.
    📈 Operational efficiency improved, reducing delivery errors, minimizing stock expirations, and improving working capital management.

    By taking a step back to optimize internal processes, the company transformed its rapid growth into long-term, sustainable success.

    Key Takeaways

    Scaling isn’t just about selling more—it’s about making sure your operations, team, and structure can support growth efficiently. Without the right foundation, businesses can struggle with inefficiencies, employee burnout, and missed opportunities.

    If your company is facing similar challenges, let’s discuss how structured strategies can help turn growth pains into long-term success.