Improving Return on Sales Through Operational Excellence

In most networks we support ­– global, regional, or national – we typically find a small percentage of outlets far outperforming their counterparts. Their Return on Sales is sustained at a higher level for longer.

Some situational factors, of course, are at play, like location and product access. Still, higher-performing outlets often fall outside the “fortunate circumstances” group and instead focus on developing and fine-tuning operating excellence as a sustainable way to improve RoS over time.

Common areas of operational excellence include:

1. Systems and how they’re used

2. Facilities and how they’re presented and utilised

3. People and how they’re recruited, managed, performance reviewed and developed

4. Management and how they lead teams

5. Internal operating processes and policies and the customer outcomes they support

6. Utilising customer feedback to inform decision-making and behaviour that leads to greater customer satisfaction and loyalty. 

So, what would happen if all network outlets adopted the same operating excellence standards? Would the manufacturer sell more branded products, and would outlets improve their Return on Sales? 

We conclude that they do, and MONITRR’s excellence module is making this a business reality for some of the world’s most progressive and forward-thinking networks. Imagine the whole network striving to be better at what they do, supported by a manufacturer’s field team who know where to focus management attention and their support.

Welcome to Network Management 2.0.