Redefined the service offering, the relationship economics and the product mix of the business
||Raw Materials Company|
||Textile and Apparel|
||Design of Coverage Model, Training of Institutional Sales Force in Relationship Management Methodology|
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.
- 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.
- 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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