Action is a leading catalogue and on-line technology supplier, known for its industry reference catalogue. It faced aggressive competition from a wide variety of web-based and traditional resellers and had made a number of strategic changes to its marketing approach following its recent acquisition by Insight.

We were asked to diagnose the reasons behind a significant loss of sales and profits in one of Action's destination product categories and restore growth. In our work, we:

• Analysed and overhauled the product and customer portfolio
• Refined core customer proposition and aligned marketing, sales, sales management, product management and logistics processes
• Established new measures and business controls

Sales and profits in the category have since increased significantly.