Innovation i tech High

INTERVIEW
and getting it right first
time are essential in a new
competitive landscape.
3. Cornerstone can help to
make sure we develop the
right set of organisational
capabilities by recruiting
and retaining the required
skill sets, to train and
coach the workforce and
professionalising the quality
of management on all levels.
4. The UAE have a wonderful
opportunity to transform into
a successful manufacturing
nation, in a way that brings
prosperity the country as a
whole.
5. This year we are
celebrating 100 years of
Sheikh Zayed bin Sultan
Al Nahyan’s vision and
leadership, and now we are
essentially at the heart of the
biggest transformation of
the UAE economy, driving
diversification and economic
growth. Cornerstone is very
much a part of that.
We work with
clients to create
a management
operating systems
to install rigour and
discipline, through
a set of coherent,
operational
indicators, providing
immediate visibility
of past and
predictable underperformance.
Case study: 1
Problem
A large commercial bakery
needed to improve its
ability to deliver complete
orders on time to its retail
customers in order to avoid
performance penalties and/
or lost business. The client
had built-up additional
finished goods inventories
in an effort to improve ontime
performance but slow
moving items went out of
date and performance did
not improve.
Cornerstone Approach
Following a thorough
assessment, Cornerstone
determined that the
Scheduling team was not
planning the correct stockkeeping
units (SKUs) and
volumes to meet customer
demand. Additionally,
customer requirements
were not well understood.
Management needed to gain
better control of schedules
and manufacturing
execution. There was no
easy solution. Success could
only be achieved through
rigorous application of basic
fundamentals: understanding
customer requirements;
identifying order patterns
and volumes; minimising
schedule variance and,
therefore, SKUs.
Results
- Reduced finished goods
inventory levels by 35%.
- Achieved zero penalties for
poor performance.
- Achieved 98% fill rate (up
from mid 80s %).
- Achieved 95% on time
delivery.
- Gained a better
understanding of customer
service needs and levels
across the organisation.
- Improved inventory
management.
Case study: 2
Problem
A UK based Yacht-builder
sought to increase market
share in a growing market.
Cornerstone was asked to
assist in determining the
cause of recent sales losses,
define a new, optimised Sales
and Marketing process, and
achieve Sales goals.
Cornerstone Approach
Cornerstone conducted
analysis of the client’s Sales
and Marketing function,
including understanding
internal and external
customer processes, defining
opportunities for improvement,
designing and implementing
new procedures to maximise
sales, and putting structures
in place to support increased
volume and ongoing growth.
Results
- Increased sales over current
year field plan by 15%; on
target to double sales over the
next five years.
- Created Sales management
operating system focused
on active high value selling
as opposed to administrative
tasks.
- Trained all Sales office
personnel in new roles &
responsibilities as well as the
new process.
- Exceeded plan for the
addition of new dealers to the
network.
INNOVATIONANDTECH
January | 2018
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