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