Business Efficiency
Selected Programs
- New Business Team to Train on a New CRM Tool
- Increasing the Rate of Consumer Credit in a Specialty Furniture Store Chain
- Helping a Team of Sedentary Sales Reps Revitalize MarginsManufacturer of technical aluminum products (bars, sections, veneers, blocks) with a strong service focus (finished product).
- Optimizing Negotiation Management in the Wholesale SectorDVD film distribution
- Generating Additional Sales in a Chain of BoutiquesCustom-made swimwear
- Securing a Management ContractAsset management bank catering to corporate clients
- Securing Meetings with Senior ExecutivesConsultant firm specializing in the organization and optimization of manufacturing plants
- Advanced Negotiation Training for Executive EngineersAutomobile equipment manufacturer (AEM)
- Negotiation Training for Business ConsultantsRegional retail bank
- Boosting Referral and Retention RatesMobile telephone customer service department
- Reviving Sales for a Line of ProductsRetail bank
- Boosting Confidence Before Key NegotiationsMobile phone manufacturer
- Training and Certifying Distributors on Getting New OffersTelecommunications
- Providing Training Prior to Key NegotiationsIndustry
- Assisting with the Design of Internal Communication Media for Sales TeamsRetail bank
- Assisting with the Recruitment of Sales PersonnelInsurance
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Helping a Team of Sedentary Sales Reps Revitalize Margins
Sector
Manufacturer of technical aluminum products (bars, sections, veneers, blocks) with a strong service focus (finished product).
Context and objectives:
The market has just suffered a major increase in the price of commodities
- How can this price increase be passed on to the end client without compromising sales volume and profitability?
- How, in this case, can we defend service-related margins and sales (consignment, packaging, invoicing expenses, quality certificate)?
- How can we inspire confidence in and re-evaluate internal sales reps that see themselves simply as being part of the budget?
Our proposal: two-pronged approach
- Previously: To increase the value - against all odds - of the client's unique attributes
- Apply the DEAL® Method (Anderna negotiation method) when the client reacts to the proposed project budget
The result 2 months post-training
- Margin increase of +25% per kg (absolute value)
- Increase of +15% in the sale of invoiced services
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