Study 1

Dental laboratory equipment manufacturer challenged by complaints on quality; hardware and software sales suffering.

Strategy

• Find out what the customers are really experiencing
• Identify organizational structure conducive to
• optimizing market penetration
• Organize into high performance area teams
• Redesign distribution model and other systems to
• reinforce ongoing collaboration with customers

Results

• New products successfully brought to the market
• 50% increase in sales; 19% increase in net profit