Marketing & Sales Excellence for a midsized European supplier of high quality feed additives
Unlock growth potentials with marketing excellence.
- Design and implementation of a new customer classification and segment-specific business rules and service portfolios incl. communication design towards customers
- Value Card development for new product as a basis for Value Pricing and Value Selling
- Definition of value propositions
- Speeding up new product development and definition of a targeted sales approach for an important product innovation incl. Value Card and value argumentation, Competitor Attack packs and Sales Folder
- Distributor strategy and distributor management: definition of core countries, differentiation between wholesalers, standard distributors and strategic partners per country, monitoring process for distributor management, checklist for finding new distributors etc.
- Pricing workshop to identify pricing pain points for the different parts of the portfolio (from commodities to specialties) and to define the building blocks for a roadmap to pricing excellence
- Definition and implementation of tools to identify sales growth potentials
- Customer classification and segment-specific service levels successfully implemented
- Value argumentation, Value Cards and value propositions defined for focus products
- Product development for an important product innovation unlocked and almost completed: launch day within the next 6 weeks
- Distribution strategy successfully implemented for selected core countries
- Cross-functional awareness for necessary improvements in pricing
- Qualification and realingment of Marketing