Background:

The client was the local distributor of an European automotive marque. In 1985 had 62.5% of premium segment brand share and 2.7% total market share. However by Oct 2002 brand share had dropped to 15.8% and market share 0.4% . In addition, it lost money on every car sold. 

Project:

To design and implement a transformation program that would significantly improve profitability measured by profit per unit sold.

Results:    

As shown in the graphs below, the rate of decline in sales was arrested and average profit per car sold improved from -RM286 in 2003 to +RM4,319 in 2004.