The construction of a sustainable sales structure for an apparel manufacturer


Background / Objectives

A large apparel manufacturer in Korea has the following issues concerning the sales department which is managing the sales stores.

1.There is a variation in sales counter guidance ability for the company’s employees managing the stores.

2.There is a large variation in sales between seasons and stores.

3.There is a variation in sales ability of salespeople at stores.

Therefore, the sales productivity did not increase.

Result creation process


Stores which participated in the project achieved a 11% sales growth compared to stores which did not.

1.The company’s employees managing the stores show improved ability in providing consultance to stores (1R5C skill).

2.The sales ability of salespeople at stores improved.

3.Setting important leading indicators and sustainable improvement activities for improving sales at each stores are instilled.

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