Indus Business Development recently helped a industrial engineering = and manufacturing company improve business profitability and effectiveness</tit= le>  <link rel=3DthemeData href=3D"manufacturing_client_case_study_files/themeda= ta.thmx"> <link rel=3DcolorSchemeMapping href=3D"manufacturing_client_case_study_files/colorschememapping.xml">  <style>  </style>  </head> <body lang=3DEN-US style=3D'tab-interval:36.0pt'> <div class=3DSection1> Ind= us Business Development – Client Case Study Summary<o:p></o:p></b= > <o:p> </o:p>= Ind= ustry: Manufacturing<o:p></o:p> <o:p> </o:p> <o:p> </o:p> Indus Business Development recently helped = an industrial engineering and manufacturing company improve business profitabi= lity and effectiveness.<o:p></o:p> <o:p> </o:p> After analyzing the client’s business financial performance, an in-dept business due diligence analysis highlight= ed the following areas of concern:<o:p></o:p> <o:p> </o:p> <o:p> </o:p> <![if !supportLists]= >1.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in turn= over, but a decrease in gross profit margins;<o:p></o:p> <o:p> </o:p>= <![if !supportLists]= >2.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of effective internal management structures;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >3.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of staff dis= cipline;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >4.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of adequate project management processes and feedback mechanisms;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >5.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>An increase in operating costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >6.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in labour and staff costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >7.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in inte= rest payments and financing costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >8.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>A decrease in bus= iness liquidity;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >9.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>The business prov= ided poor protection for creditors and was finding it increasingly difficult to service supply creditors;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >10.= </s= pan><![endif]>The business was finding it more difficult to collect money owned by debtors;<o:p></o:p></sp= an> <o:p> </o:p> <![if !supportLists]= >11.= </s= pan><![endif]>Asset management = and asset utilization was poor and decreasing;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >12.= </s= pan><![endif]>The business was increasingly more at risk of experiencing financial distress and potential bankruptcy;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >13.= </s= pan><![endif]>Marketing effecti= veness has decreased;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >14.= </s= pan><![endif]>Staff morale was = low and management was overwhelmed with the then current economic environment;<= o:p></o:p> <o:p> </o:p> <![if !supportLists]= >15.= </s= pan><![endif]>Staff was unclear= of their roles and responsibilities; and<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >16.= </s= pan><![endif]>Cash flow was err= atic and slowing down.<o:p></o:p> <o:p> </o:p> <o:p> </o:p> After our initial evaluation we conducted a strategic review and scenario planning session with top management to reali= gn the business focus and to formulate an action plan to improve business performance. <o:p></o:p> <o:p> </o:p> The following interventions were employed:<o:p></o:p> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D1 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Realigning business focus and establish management buy-in in proposed plan;<o:p><= /o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D2 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Developing and implementing project management processes, procedures and feedback mechanisms;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D3 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Structure constructive feedback sessions and management meetings;<o:p></o:p></sp= an></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D4 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Define job specifications, roles and responsibilities company wide;<o:p></o:p= ></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D5 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Develop HR processes and disciplinary processes and procedures;<o:p></o:p></sp= an></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D6 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Re-evaluate business organizational structure and reassign employees to the strate= gic benefit of business;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D7 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Develop inter departmental cooperation and interaction;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D8 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Re-align financial department to play a more active role in strategic and operational decision making;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D9 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Improve assets management and resource allocation;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D10 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Project management processes resulted in more accurate and more regular invoic= ing. This in turn resulted in improved cash flow and better cost management= .<o:p></o:p></li> </ol> <o:p> </o:p> <o:= p> </o:p> The interventions mentioned above resulted in the following improvements after 6 months involvement:<o:p></o:p> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D1 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Decreases in operational expenses (operating expenses as percentage of sales decreased from 63.4% to 34.2%);<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D2 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Increase in invoice effectiveness and regularity;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D3 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Improved cash flow, better debt collection and faster payment of creditors;<o:p= ></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D4 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Improved staff morale and better understanding of role within the bigger organization;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D5 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Better cost control and better management of resources;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D6 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Identification of critical job positions and the development of secession planning, skills retention and reward systems;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D7 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Business profitability increased from a loss of R2.5 million to a profit of R1.8 million (net profit margin improved from -5.7% to 3.0%);<o:p></o:p></s= pan></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D8 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The time it takes to collect money from debtors has decreased from an aver= age of 24 days to 15 days;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D9 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The time taken to pay supplier accounts has improved from 39 days to 18 da= ys;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D10 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The probability of experiencing financial distress or bankruptcy has decreased;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D11 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Sales per employee increased from R259, 566 to R456, 491;<o:p></o:p><= /li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D12 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Return on owner’s equity has improved from -47% to 27%; and<o:p></o:p><= /span></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D13 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Sales to salaries have increased from R2.82 in sales for every R1 spent on salary to R6.08 in sales for every R1 spent on salary.<o:p></o:p></spa= n></li> </ol> <o:p> </o:p> <o:p> </o:p> Overall, Indus Business Development’s involvement over a 6 month period with our client (in the struggling manufacturing sector) has contributed to its improvement. <o:p></o:p></span= > <o:p> </o:p> Although our client company could not contr= ol the prescriptive nature of its clients and decreases in GP margins, strateg= ic alignment of the business, the development of internal processes, procedures and improved management practices have contributed to turning a loss making business into a profitable one.<o:p></o:p> <o:p> </o:p></sp= an> <o:p> </o:p></sp= an> <o:p> </o:p></sp= an> <o:p> </o:p></sp= an> </div> </body> </html> ------=_NextPart_01C9EFFD.1137BE40 Content-Location: file:///C:/056BE0F9/manufacturing_client_case_study_files/themedata.thmx Content-Transfer-Encoding: base64 Content-Type: application/vnd.ms-officetheme UEsDBBQABgAIAAAAIQCCirwT+gAAABwCAAATAAAAW0NvbnRlbnRfVHlwZXNdLnhtbKyRy2rDMBBF 94X+g9C22HK6KKXYzqJJd30s0g8Y5LEtao+ENAnJ33fsuFC6CC10IxBizpl7Va6P46AOGJPzVOlV XmiFZH3jqKv0++4pu9cqMVADgyes9AmTXtfXV+XuFDApmaZU6Z45PBiTbI8jpNwHJHlpfRyB5Ro7 E8B+QIfmtijujPXESJzxxNB1+SoLRNegeoPILzCKx7Cg8Pv5DCSAmAtYq8czYVqi0hDC4CywRDAH 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Please download a browser that supports Web Archive, such as Windows® Internet Explorer®. ------=_NextPart_01C9EFFD.1137BE40 Content-Location: file:///C:/056BE0F9/manufacturing_client_case_study.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Indus Business Development recently helped a industrial engineering = and manufacturing company improve business profitability and effectiveness</tit= le>  <link rel=3DthemeData href=3D"manufacturing_client_case_study_files/themeda= ta.thmx"> <link rel=3DcolorSchemeMapping href=3D"manufacturing_client_case_study_files/colorschememapping.xml">  <style>  </style>  </head> <body lang=3DEN-US style=3D'tab-interval:36.0pt'> <div class=3DSection1> Ind= us Business Development – Client Case Study Summary<o:p></o:p></b= > <o:p> </o:p>= Ind= ustry: Manufacturing<o:p></o:p> <o:p> </o:p> <o:p> </o:p> Indus Business Development recently helped = an industrial engineering and manufacturing company improve business profitabi= lity and effectiveness.<o:p></o:p> <o:p> </o:p> After analyzing the client’s business financial performance, an in-dept business due diligence analysis highlight= ed the following areas of concern:<o:p></o:p> <o:p> </o:p> <o:p> </o:p> <![if !supportLists]= >1.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in turn= over, but a decrease in gross profit margins;<o:p></o:p> <o:p> </o:p>= <![if !supportLists]= >2.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of effective internal management structures;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >3.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of staff dis= cipline;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >4.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Lack of adequate project management processes and feedback mechanisms;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >5.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>An increase in operating costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >6.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in labour and staff costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >7.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>Increases in inte= rest payments and financing costs;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >8.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>A decrease in bus= iness liquidity;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >9.<= span style=3D'font:7.0pt "Times New Roman"'> = <![endif]>The business prov= ided poor protection for creditors and was finding it increasingly difficult to service supply creditors;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >10.= </s= pan><![endif]>The business was finding it more difficult to collect money owned by debtors;<o:p></o:p></sp= an> <o:p> </o:p> <![if !supportLists]= >11.= </s= pan><![endif]>Asset management = and asset utilization was poor and decreasing;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >12.= </s= pan><![endif]>The business was increasingly more at risk of experiencing financial distress and potential bankruptcy;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >13.= </s= pan><![endif]>Marketing effecti= veness has decreased;<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >14.= </s= pan><![endif]>Staff morale was = low and management was overwhelmed with the then current economic environment;<= o:p></o:p> <o:p> </o:p> <![if !supportLists]= >15.= </s= pan><![endif]>Staff was unclear= of their roles and responsibilities; and<o:p></o:p> <o:p> </o:p> <![if !supportLists]= >16.= </s= pan><![endif]>Cash flow was err= atic and slowing down.<o:p></o:p> <o:p> </o:p> <o:p> </o:p> After our initial evaluation we conducted a strategic review and scenario planning session with top management to reali= gn the business focus and to formulate an action plan to improve business performance. <o:p></o:p> <o:p> </o:p> The following interventions were employed:<o:p></o:p> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D1 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Realigning business focus and establish management buy-in in proposed plan;<o:p><= /o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D2 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Developing and implementing project management processes, procedures and feedback mechanisms;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D3 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Structure constructive feedback sessions and management meetings;<o:p></o:p></sp= an></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D4 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Define job specifications, roles and responsibilities company wide;<o:p></o:p= ></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D5 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Develop HR processes and disciplinary processes and procedures;<o:p></o:p></sp= an></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D6 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Re-evaluate business organizational structure and reassign employees to the strate= gic benefit of business;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D7 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Develop inter departmental cooperation and interaction;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D8 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Re-align financial department to play a more active role in strategic and operational decision making;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D9 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Improve assets management and resource allocation;<o:p></o:p></li> </ol> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D10 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l0 level1 lfo2; tab-stops:list 36.0pt'>Project management processes resulted in more accurate and more regular invoic= ing. This in turn resulted in improved cash flow and better cost management= .<o:p></o:p></li> </ol> <o:p> </o:p> <o:= p> </o:p> The interventions mentioned above resulted in the following improvements after 6 months involvement:<o:p></o:p> <o:p> </o:p> <ol style=3D'margin-top:0cm' start=3D1 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Decreases in operational expenses (operating expenses as percentage of sales decreased from 63.4% to 34.2%);<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D2 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Increase in invoice effectiveness and regularity;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D3 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Improved cash flow, better debt collection and faster payment of creditors;<o:p= ></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D4 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Improved staff morale and better understanding of role within the bigger organization;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D5 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Better cost control and better management of resources;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D6 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Identification of critical job positions and the development of secession planning, skills retention and reward systems;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D7 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Business profitability increased from a loss of R2.5 million to a profit of R1.8 million (net profit margin improved from -5.7% to 3.0%);<o:p></o:p></s= pan></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D8 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The time it takes to collect money from debtors has decreased from an aver= age of 24 days to 15 days;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D9 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The time taken to pay supplier accounts has improved from 39 days to 18 da= ys;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D10 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>The probability of experiencing financial distress or bankruptcy has decreased;<o:p></o:p></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D11 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Sales per employee increased from R259, 566 to R456, 491;<o:p></o:p><= /li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D12 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Return on owner’s equity has improved from -47% to 27%; and<o:p></o:p><= /span></li> </ol> <o:p> </o:p>= <ol style=3D'margin-top:0cm' start=3D13 type=3D1> <li class=3DMsoNormal style=3D'text-align:justify;mso-list:l2 level1 lfo6; tab-stops:list 36.0pt'>Sales to salaries have increased from R2.82 in sales for every R1 spent on salary to R6.08 in sales for every R1 spent on salary.<o:p></o:p></spa= n></li> </ol> <o:p> </o:p> <o:p> </o:p> Overall, Indus Business Development’s involvement over a 6 month period with our client (in the struggling manufacturing sector) has contributed to its 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