At a Glance
- A global aviation solutions provider faced a growing mismatch between inside sales workload and available resources.
- The project focused on AI adoption for sales and operational improvements through the implementation of a digital solution.
- Key statistical results included an increase in revenue of $18.8 million USD, an increase in gross profit of $4.5 million USD, and a 35% actual productivity improvement.
Key Results Â
- USD 18.8 million revenue increase attributed to productivity enhancements.
- USD 4.5 million increase in gross profit during the project period.
- 35% productivity improvement of the inside sales team compared to the year prior
BackgroundÂ
The global aviation sector is expected to surpass $1 trillion in revenues in 2025, with over 5 billion passengers carried worldwide—a 6.7% increase from 2024. Airlines are projected to achieve a net profit of $36.6 billion, improving profit margins due to better cost management and revenue strategies despite ongoing challenges like rising expenses and supply chain inefficiencies.
More importantly, artificial intelligence (AI) rapidly transforms the aviation supply chain, manufacturing, and maintenance landscapes, delivering significant benefits and introducing new challenges. The client is a global supplier of parts, services, and solutions for the aviation industry, with a portfolio of over one million parts. These include supplies a comprehensive range of aviation parts and systems, covering everything from consumables and chemicals to complex components such as engines, flight decks, airframes, and landing gear.
Analysis
The client faced a significant challenge in scaling its inside sales productivity to keep pace with growing demand. The inside sales team was dedicating considerable time to repetitive, low-value tasks, which limited their capacity to concentrate on essential activities such as sourcing, order processing, and follow-up.
Recognising the necessity of streamlining operations, the client sought a digital solution to automate routine order generation, thereby enabling the team to redirect their efforts towards higher-impact work.
Furthermore, with the anticipated increase in orders, strengthening the Sales and Operations Planning (S&OP) process became critical to ensure the aviation parts supply chain efficiently met rising demand. To tackle these interconnected issues and improve sales productivity, the client engaged Renoir Consulting.
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Project Approach
Renoir Consulting proposed a time-focused transformation program focused on driving AI adoption and strengthening operational efficiency. The approach was structured into three sub-phases—setup, pre-deployment, and post-deployment—centering on five key focus areas:
- Change Management
- Process Change
- Roles & Responsibilities Adjustment
- System Change
- Transformation Governance
The cornerstone of this initiative was the implementation of an AI-driven quotation tool , supported by new KPIs, governance structures, and enhanced workflow clarity.
“I can see a lot of things has been done, the numbers are increasing, and there is a good momentum.”Â
 – CEO
Implementation
The transformation began with comprehensive interviews across regional managers and sales personnel to map current processes and identify friction points.
Key steps included:
AI Tool Introduction: Conducted sessions to introduce the tool, align on role changes, and prepare for system integration.
Phased Process Change: Developed a detailed implementation plan synchronised with the AI tool’s rollout.
KPI Development: Co-created a new KPI tree for sales funnel tracking with management, supported by a Power BI dashboard for real-time visibility.
Management Action Team (MAT): Established weekly MAT sessions to address tool integration issues with the existing ERP system and maintain project momentum.
Performance Reviews: Introduced weekly and monthly performance reviews with action logs for accountability.
Skills Development: Designed a training program to close skill gaps in sales management and improve KPI performance.
Sustainability Audit: Embedded sustainability checks to secure long-term results.
Result
The partnership delivered substantial improvements in productivity and team dynamics. Adopting the AI-driven quotation tool freed up the inside sales team to focus on high-value tasks, significantly improving their performance.
Transparent processes and clearer roles promoted stronger collaboration across sales and operations, while the new performance review system ensured continuous improvement. The refined skill-building initiatives empowered team leaders to drive consistent progress and manage KPIs effectively. These outcomes together led to:
- A 35% increase in productivity, increasing the gross margin by 6.3% and improving responsiveness and throughput.
- An 18.8 million USD revenue uplift, directly tied to improved sales capacity.
- A 4.5 million USD increase in gross profit reflects more effective order handling and resource use.
*Client-specific details have been intentionally omitted to maintain strict discretion.
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