Case Studies

New sales structure for company in liquidation

Task

  • Extensive sales organisation in insolvency
  • Restructuring of the field organisation
  • Support of key accounts and acquisition of new customers

Industry/ Function / Environment

  • Food
  • Sales (operational & strategic)
  • Optimisation of the sales process
  • Analysis of the sales structure to increase efficiency
  • Definition and implementation of a new sales strategy (sales & marketing)
  • Replacement of two commercial agencies by key account management
  • Restructuring of the field organisation by supporting the commercial agencies
  • Indirect sales strengthened
  • Development and implementation of area-specific sales concepts
  • Increase in turnover
  • Increase in production utilisation (efficiency increase)
  • Central distribution growth

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