Nkt A/s · OMXCOP:NKT
Nkt A/s — Investor Day (September 2015)
10 slides from Nkt A/s's investor day presentation, Sep 23, 2015
Slide 1: The Go-To-Market revolution
The Go-To-Market revolution The power of Commercial Excellence George Bene - Partner & Managing Director Global Topic Expert Commercial Excellence - BCG Boston September 23, 2015
Slide 2: Why Commercial Excellence is necessary
Why Commercial Excellence is necessary Profitable growth Institutional value Copyright © 2015 by The Boston Consulting Group, Inc. All rights reserved. • Accounts for nearly three-quarters of 10- • Creates a winning spirit year Total Shareholder Return (TSR) • Attracts high-caliber talent and offers
Slide 3: Profitable growth is not optional and not easy
Profitable growth is not optional and not easy Growth is most important ... but value-creating driver of shareholder value... growth is hard to get right Sources of TSR for top-quartile performers Correlation of revenue growth and TSR (S&P Global 1200, 1993–2013) (S&P Global 1200, 2003–2013) Annual
Slide 4: We are in the midst of a Go-to-Market Revolution
We are in the midst of a Go-to-Market Revolution Rapid, fundamental changes are occurring across... Copyright © 2015 by The Boston Consulting Group, Inc. All rights reserved. Customer pathways Globalization Dramatic shift of Globalizing world; customer purchase experience slow-down of in almost ever
Slide 5: What is Go-to-Market Transformation?
What is Go-to-Market Transformation? Our approach to Commercial Excellence go-to-market transformation [goh-too mahr-kit trans-fer-mey-shuh n] noun Transforming commercial functions — sales, marketing, pricing, branding and customer insight — to create an engine of near-term revenue growth and profi
Slide 6: Go-to-Market Transformation fuels growth and moves the stock price
Go-to-Market Transformation fuels growth and moves the stock price—using current assets and resources Go-to-Market Transformation Growth (10%+), margin improvement (5%+), lasting competitive advantage Copyright © 2015 by The Boston Consulting Group, Inc. All rights reserved. Pricing Marketing Sales/
Slide 7: In industrial companies, Go-to-Market Transformation has generated huge impact
In industrial companies, Go-to-Market Transformation has generated huge impact Commercial excellence levers have delivered significant impact... ...With material impact from the first year onwards BCG average case experience of commercial transformation in IG companies EBIT % points EBIT % points 10
Slide 8: European OEM turned around decade-long decline through go-to-market transformation
One example: European OEM turned around decade-long decline through go-to-market transformation Major EU automotive OEM Launched transformation to Returned to #1 position in in turmoil improve volume and margin key European segment • Facing market share decline, eroding brand ✓ • Leading market posi
Slide 9: Another client's Go-to-Market Transformation program
Another client's Go-to-Market Transformation program Deliberate steps over 18+ months Sales Optimization E-Enabled Sales Channel Transformation "Get the basics right "Use next gen "Sell where your to fund the journey" tools and analytics" customers are buying" Segmentation / coverage Mobile tools/ a
Slide 10: Key messages
Key messages Tremendous value creation opportunity – double-digit growth, 3-6% points EBIT improvement (or more) Commercial Excellence efforts may take different forms (e.g., depending on the company's starting point)... Copyright © 2015 by The Boston Consulting Group, Inc. All rights reserved. ...