Avery Dennison, the leading adhesives films and office products manufacturer, was growing, but CEO Phil Neal and his leadership team were not satisfied with the pace. Although growth was a major corporate goal, the company had increased its revenues by only 8% in two years. Schaffer introduced our Rapid Results approach as a way to quickly act on growth opportunities that could be turned into real growth within 3-6 months.
Within weeks, we helped launch 15 Rapid Results teams in North America. The initial projects targeted specific growth areas such as product enhancements, customer collaboration, retail channel penetration and supply chain integration— all designed to deliver results within 100 days. Once the projects began producing results, senior management extended the process throughout the company. Dozens of teams, involving hundreds of people, started working on Rapid Results projects to fuel growth.
Within three months, the initial Rapid Results projects had delivered nearly $15 million in annualized incremental revenue. After expanding the program globally, the program delivered over $50 million in incremental revenue in the first year alone and $200 million the second year. Today, Avery Dennison has internalized the approach and continues to launch a wide range of Rapid Results projects to drive organic growth.
Applied Schaffer Practice Area(s):
"If you have ideas about things that you want to do in terms of new products, new customers, new services, new geographies, you do not have to spend forever doing a long study. Even when you finish one of those studies, you often don't really know how much you can rely on it. If you go out and test the idea in a small-scale hundred-day way, you have some real solid data. We have been able to implement certain strategies much more quickly this way."
– Dean Scarborough
President, CEO, and Director
of Avery Dennison