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)
    Dipl.-Ing. Nico Pohlmann
  • 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
  • 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
  • Leading transport technology group
  • Over 3800 employees
  • Active in over 70 countries worldwide