Feb 222005

ABB’s Distribution Transformers business ($1bn turnover) was world market leader, but losing ground and insufficiently profitable. Nick led a team that identified fragmentation of marketing and production (33 factories in 27 countries) as the key barrier to improvement. ABB had not kept pace with the consolidation in its customer markets caused by deregulation. The team designed a new go-to-market approach and rationalised production structure that met the needs of the giant energy companies that ABB was now serving; this new strategy was implemented over a period of five years and proved immensely effective.

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