Industry

Automotive

Company Profile

  • Leading manufacturer of filtration solutions
  • Hidden champion
  • Revenue of business unit in scope: €200m

Situation and Objectives

  • Ambitious growth targets were no longer met
  • Wide range of customer sizes, industries, and markets – but a single sales approach for all
  • Objective: Increase sales efficiency and effectiveness via a more differentiated and customer-centric sales approach

Approach

  • Defined meaningful customer segmentation
  • Differentiated offer proposition per segment
  • Developed new sales organization
  • Adjusted sales processes
  • Defined monitoring concept

Customer-centric sales approach

Results

  • Segmented majority of customer base
  • Defined three offer levels according to customer value
  • Increased efficiency of sales organization and shifted more responsibility to regions

Impact

  • Global roll-out of strategies
  • Reorganization currently under-way
  • Profit increase of more than €1.5m p.a. expected

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