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Raw Materials Company
Raw Materials Company
Redefined the service offering, the relationship economics and the product mix of the business

Raw Materials Company
Client Raw Materials Company
Sector Textile and Apparel
Solution Design of Coverage Model, Training of Institutional Sales Force in Relationship Management Methodology

Brief

Commodity price declines had reduced the margins of the company.

The challenge for the sales force was to sell the company's core product proposition as a package with specialized services that local competitors could not provide. This expanded definition of the product and service offering provided price insulation in a very difficult market.

Solution

  • Trained senior sales people in how to sell value-added services in what the buyers perceived as a commodity market.

  • Designed and implemented a client coverage model that redefined the service offering, relationship economics and product mix of the business.

Results

  • The company maintained its market share and margins during a commodity price downturn and increased its average share of wallet within its large regional client segment.

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