Building and securing of long term and lasting partnership with the customer
Starting position – customer loyalty
- Client is “market-leader” but with little customer loyalty
- Competitor tries to gain shares of the market by ‘dumping’ prices
- Systematic sales and customer loyalty tools exist, but are only partially used, by external sales people
- Many young and inexperienced sales people
- The previous year, 39 new value based selling systems were introduced to the market
Goal
- Achieve significant cost cutting for the customer in process cost,s at C-parts management
- Make the customer aware of transaction and purchase costs and demonstrate the potential for savings
- Increase of customers, who purchase the complete system, related to current needs
- Strengthen customer loyalty, expand partnership and push win – win
- Revenue-, gross profit and profit gains, in clear the ‘2-digit’ area
Process
- Kick-off event to start the year, with the complete sales branch: sales people, together with the sales manager and regional sales managers
- Make everyone aware of the right attitude and show the effects on sales
- Winning is in the mind! Learning, using and making aware of mental qualities
- The complete sales process – experience it enthusiastically – from planning to implementation to control
- Develop a innovative system, to visualise the connection of “price cost-profit”
- Learning from the Best
- Trigger practice transfer on site with the management and secure sustained implementation for the rest of the year
- Secure, focus and ongoing self-control
Result
- More than 170 new systems got put in place (four times as many as the previous year) and customer loyalty increased
- Clear”two digit” revenue and profit increase
- Customers safe 30%-70% on purchase and internal costs of transactions
Magic
“Opportunities within the market are realised and bravely implemented”
“Genuine and lasting partnership with the customer, in the sense of win – win”
“Stamina and motivation throughout the year”
“now I know what it means to sell – it gives me energy and courage for its implementation”.
“everyone works and pulls in the same direction!” MG
