Performance improvement for a global solar products company

Home Performance improvement for a global solar products company

Client Background

The client is a major solar products company with sales of over 20 Mn solar light and power products across 70 countries having major operations in India and Africa

Business Problem

  • The client needed support for optimization of operations through logistics network restructuring, stockiest model and warehouse modernization
  • The client also wanted to study the pan India network and identify districts with the highest potential for increasing sales and sales efficiency

Solution Overview

  • Acuvon helped the client build a mind set of KPI driven performance management
    • Developed a delinquency dashboard to monitor critical metrics such as average Contract Tenure Extension (CTE) and Pending Maturity for Accounts Receivables (PMAR)
    • Implemented periodic review of performance through development of department specific dashboards
  • Acuvon helped the client in operational restructuring through the following projects
    • Logistics network restructuring: Optimized the logistics network by evaluating and selecting seaports having modern infrastructure, located closest to high demand areas
    • Stockist model: Conceptualized the Stockist model by designing the business & operating model and implemented a 2 month pilot
    • Warehouse modernization: Helped the client in scientifically calculating the optimum number & size of the warehouses required
    • Customer experience: Revamped service department operating model from replacement to repair model. Prepared SOPs for the same
  • Acuvon helped the client reduce the delinquency rate for key products
    • Designed and documented all delinquency management related processes, KPIs and forms
    • Enhanced effectiveness of on-ground collection teams by realigning their incentive scheme to business goals

Business Impact

~USD 600K

Annual savings through operational restructuring


Reduction in delinquency on USD 20 Mn accounts receivables over 3 months