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Case Study #5


  • A market leader in design and installation of aquaculture facilities across Australasia
  • Aquaculture is a growth sector
  • Risk is high in aquaculture production and along the supply chain
  • Ownership is fragmented, a few dominant corporates and many small operators
  • Our client is a niche operator.

The Client’s challenge

  • The organisational design was not aligned to the future goals of the company
  • Staff competence and attitude varied greatly
  • The regional location was driving up supply chain costs.

Our approach

  • The company’s financial performance, organizational design, and management systems were reviewed, and employees interviewed
  • Performed was measured against a global industry benchmark
  • Competitors’ strategies were compared to the client’s strategy.

Our recommendations

  1. Prepare a 5-year strategic plan. Sales Consultants facilitated the sessions.
  2. Restructure the organization. This meant some employees were made redundant, changes introduced to the way customer relationships were managed, develop strategic relationships with global equipment and technology suppliers.
  3. Location issue:
    1. Relocate the regional headquarters.
    2. Build a New Zealand presence, initially with a technical salesperson.
    3. Increase technical and sales support presence in southern regions of Australia.

The recommendations were accepted and implemented with the support of Sales Consultants.

Questions? – Contact Kurt Newman +61 412 252 236 or [email protected]



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