Case Study: a leading medical device company achieves 10% annual cost savings with Alexander Group’s sales force relaunch and compensation restructure

a leading medical device company cuts SG&A 10% with Alexander Group

The Alexander Group was engaged by a leading medical device company that faced high SG&A expenses and an overweight sales force. Their challenge was to achieve sustained growth and lower costs while also integrating a newly acquired company without disrupting revenue.

The Alexander Group delivered an in-depth analysis and redesigned the sales force, creating a new customer coverage model, re-balancing territories, and revamping the incentive compensation program. After implementation, the company achieved 10% annual cost savings while remaining headcount neutral, improved account penetration at its top accounts by 10%, and exceeded its EBITDA goal during the transition year.