Heraeus Kulzer Australia Case Study

Heraeus Kulzer Australia is a subsidiary of an European Dental Manufacturer.

Managing Director Ken McInnes had inherited an underperforming sales team.

Internal processes and structures were clunky leading to significant inefficiencies.

Finding and keeping professional management and sales people was proving difficult.


Ken wanted to triple the organisation’s size within a 3 – 4 year timeframe.

How The Objectives Were Achieved

  • Sales Management
  • Working with Ken we restructured the entire sales team. By culling dead wood and hiring new salespeople, the attitude of the team dramatically improved.

  • Sales Training & Coaching
  • Working with the new sales team we rapidly improved prospecting and closing rates.

  • Organisational Restructuring
  • By reviewing the business from top to bottom, we restructured roles/responsibilities, hired new staff and put in KPIs

    Key Results

    Turnover increased steadily and after 4 years and 9 months had gone up from $3,000,000 to $11,500,000.

“When we engaged Rashid & Barbara we were turning over $3M a year. We’re well past the $11.5 million mark now and business is going quite well.

Rashid & Barbara – Thanks for your help in achieving this milestone. I know the time we spent together was definitely the turning point for the company.“

Ken McInnes
Managing Director