Case Studies

Turnaround through new sales strategy

Task

Align sales strategy for profitable growth / EBIT increase
Optimise bid management process
Review price management
Introduce KPIs to control sales

Industry/ Function / Environment / Expert

Transport technology company
GF Sparring Partner – Sales
Sales (operational and strategic)

Implementation

Sales strategy developed via SWOT analysis
Development and introduction of new pricing and discount system
Incentive programme for ADM introduced
Electronic product catalogue based on poor data quality with new sales prices and discount groups established on the market
Marketing material with life cycle calculation for aluminium sign gantries developed and new customers acquired

Result

Hit rate bid management via scorecard increased from 13% to 27
Doubling of profitable order intake in the “Public Tenders” business unit
Processes in office and field sales optimised through KPIs

Customer Reference

Leading transport technology group
Over 3800 employees
Active in over 70 countries worldwide

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