J&L InternationalPEOPLE | IDEAS | SYSTEMS
From cash-based distribution to a nationwide digital network
Redesigning cash collection, delivery, dealer financing and marketing so that growth could actually scale.
The challenge
Cash was collected by hand, PIN codes were delivered physically, small dealers had no working capital to order more, and the marketing budget was too thin to build a brand.
What was done
- Bank accounts across the major Vietnamese banks — dealers paid in directly, employee cash handling ended
- Nationwide POS distribution wired to the telecom providers, delivering PIN codes to the terminal
- Bank credit for dealers, half the exposure guaranteed, lifting small retailers' order capacity
- The back of every PIN receipt sold as ad space — self-funding 2,000+ branded dealer signs
Reaccelerating a 35-year-old industrial business
Sales transformation, performance management and a strategic partner — addressed together, because separately none of them would have held.
The challenge
A mature manufacturer with ageing equipment, no capital for the new factory it needed, a sales team that took orders rather than developed them, and accountability nobody could point to.
What was done
- Sales function rebuilt — roles redefined, new people, training, and measures tied to outcomes
- Customer lifecycle managed end to end: prospect, quotation, handover, delivery, account growth
- Balanced Scorecard and KPI discipline linking financial targets to customers, processes and capability
- A USD 2 million joint venture with Japanese partner Taiso — capital, technical practice and credibility
