Andrew Bevington Managing Director - Exide Technologies"It is always a pleasure to give testimonial for an organisation which has consistently delivered a high degree of benefit to our organisation.
EXIDE have utilised Fortitude Development on two occasions as a part of two interconnected campaigns:
The first element where we engaged Fortitude was the development of our Sales Team to be more “Managers” of their individual territories rather than just old fashioned “Representatives”. Our “pain” was that the efficiencies surrounding customer interaction versus the quality of the output; and the impact the two of these had on sales & profitability. We could have sent the team on a course, of course, and there are plenty to choose from, but it was my sense that we needed to develop ‘thinking’ individuals rather than delivering more process based sales planning which tends to be the output of courses in my experience.
As expected, Fortitude led the team through a process of exploration and understanding. The main benefit of the process has been that the individuals identified the main issues together and developed activities amongst themselves which was set to improve their success.
The real output is the effect the sales teams ownership has had on sales and margin. As an average of the three territories the sales by volume are in all cases up year on year by +50%, this in a heavily commoditised sector of the automotive market space. Margins have improved slightly but were already broadly acceptable. The harder measure – but I’m sure is positive - is the benefit on the balance sheet of the improved efficiency of my teams return on investment. Needless to say we are very happy with the outcome.
The second element was the development of the businesses strategy as our organisation prepares to face a significant technology change which positively impacts our core business over the next ten years – should we get our positioning correct. We are a strategy focused organisation but it was clear that the way we were conceptualising strategy was not effective. Fortitude helped bring a very innovative response to what we would describe as a ‘creative-stalemate’. The output was a much more holistic view of strategic thinking where previously untouched areas were used to enlighten our thinking and ultimately hone our direction. The nature of strategy is that it is future-thinking and I cannot tell you the output yet. What we can say is that the process was team based, stimulating and enlightening = the creative-stalemate is certainly broken.
Fortitude has consistently delivered for EXIDE Technologies a measurable and positive outcome in a cost effective, creative and fun environment.
Who is Fortitude for? Folks, the world is changing and few of us can claim to have: all the answers; to all of the challenges; at the precise time they are needed. Perhaps you’re a business which is in a place where it needs to react to a positive opportunity or equally a challenge; perhaps you feel you need some personal and focused help; you may smile at the idea of a creative-stalemate. Where ever you are today then I commend Fortitude to you unreservedly." May 2012