{"id":3705,"date":"2026-05-20T14:04:51","date_gmt":"2026-05-20T11:04:51","guid":{"rendered":"https:\/\/malchenko.top\/portfolios\/\/"},"modified":"2026-05-27T19:39:24","modified_gmt":"2026-05-27T16:39:24","slug":"ukraine-austria","status":"publish","type":"portfolio","link":"https:\/\/malchenko.top\/en\/portfolios\/konsalting\/tm-giulia-ukraina-ukraina-avstriya\/","title":{"rendered":"TM GIULIA Ukraine, Ukraine-Austria"},"content":{"rendered":"<h2 class=\"wp-block-heading\"><strong>Case Study: How We Built a Manageable System in a Large Manufacturing and Retail Business and Laid the Foundation for Leadership in the Ukrainian Market<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Client:<\/strong> TM GIULIA<br><strong>Sphere<\/strong> Production of hosiery, wholesale and retail chain (80+ stores)<br><strong>Countries:<\/strong> Ukraine, Austria<br><strong>Command:<\/strong> 172 employees<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Point A: What was seen at the start<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">A large company with strong market positions, but with internal systemic limitations that prevented scaling:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u2014 The Ukrainian market is only ~60% occupied, and there is no clear strategy for achieving a dominant position<br>Disunity between departments (wholesale, retail, chains)<br>\u2014 Lack of transparent information on production and shipment timelines<br>\u2014 Constant conflicts between departments due to data inconsistencies and delays<br>\u2014 There is no single management hierarchy and no clear organizational structure.<br>\u2014 Lack of a general management as a coordination center<br>The motivation in the sales department divides the team: some work with large clients, while others are forced to look for small deals.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The business was large-scale but lacked a unified management system and process synchronization.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">What have we done in 3 months<\/h3>\n\n\n\n<h4 class=\"wp-block-heading\">Management and Structure<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Developed and implemented a functional organizational structure for the company<br>\u2014 We have established interaction between departments and relieved internal tension.<br>\u2014 Hired an HR Director to strengthen our systematic personnel management<br>\u2014 Conducted a 3-day strategic session with top management and owners<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Sales and operational processes<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">\u2014 Implemented sales department training on sales and negotiation techniques<br>\u2014 Developed and implemented job descriptions and regulations<br>\u2014 Created sales scripts and scripts for the secretary<br>\u2014 Implemented an onboarding and mentoring system (new employees become autonomous within 12 days)<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">CRM, Analytics, and Technologies<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">\u2014 Implemented a CRM system and transferred key performance indicators to a digital management system<br>Dashboards for KPIs and daily metrics have been set up.<br>We connected IP telephony and integrated it with CRM.<br>\u2014 Linked employee motivation to KPIs and system results<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Strategy<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">\u2014 Developed a company development strategy for 1 year<br>\u2014 We formed a 3-year BHAG<br>\u2014 Identified key growth points and bottlenecks<br>- Responsible parties for project implementation have been assigned, and their motivation is tied to their successful completion.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">Point B: 3-Month Results<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\ud83d\udcca Improved company manageability through a unified structure and transparent processes<br>\ud83e\udd1d Reduced internal tension between departments by synchronizing data<br>\ud83d\udcc8 Developed a strategic development plan for 1-3 years ahead<br>Implemented a system where business management shifted to numbers and KPIs<br>We strengthened the HR function and systematic personnel management.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\">The main takeaway<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The company shifted from a fragmented structure with interdepartmental conflicts to a unified, managed system with transparent analytics, a development strategy, and synchronized processes. This laid the foundation for scaling and strengthening its market position as a potential category leader.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>","protected":false},"featured_media":3706,"template":"","portfolio-cat":[49],"class_list":["post-3705","portfolio","type-portfolio","status-publish","has-post-thumbnail","hentry","portfolio-cat-konsalting"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>\u0422\u041c GIULIA \u0423\u043a\u0440\u0430\u0438\u043d\u0430, \u0423\u043a\u0440\u0430\u0438\u043d\u0430-\u0410\u0432\u0441\u0442\u0440\u0438\u044f - Malchenko.top<\/title>\n<meta name=\"description\" content=\"\u041a\u0435\u0439\u0441: \u0441\u0438\u0441\u0442\u0435\u043c\u0430\u0442\u0438\u0437\u0430\u0446\u0438\u044f \u0443\u043f\u0440\u0430\u0432\u043b\u0435\u043d\u0438\u044f \u0434\u043b\u044f \u043a\u043e\u043c\u043f\u0430\u043d\u0438\u0438 \u043f\u043e \u043f\u0440\u043e\u0434\u0430\u0436\u0435 \u0438 \u0443\u0441\u0442\u0430\u043d\u043e\u0432\u043a\u0435 \u0441\u043e\u043b\u043d\u0435\u0447\u043d\u044b\u0445 \u043f\u0430\u043d\u0435\u043b\u0435\u0439\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/malchenko.top\/en\/portfolios\/consulting\/ukraine-austria\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\u0422\u041c GIULIA \u0423\u043a\u0440\u0430\u0438\u043d\u0430, \u0423\u043a\u0440\u0430\u0438\u043d\u0430-\u0410\u0432\u0441\u0442\u0440\u0438\u044f - 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