Rethink the sales model so as to optimize the use of the various channels
Faced with a growing market and increasingly intense competition, this parcel post specialist transformed its commercial organization using an approach based on the vertical segmentation of markets.
We assisted with the project from start to finish:
The implementation of the new organization laid the groundwork for the future commercial strategy, which was based on a quest for additional revenues from customer targets defined on the basis of their own spheres of activity.
Optimize the activation of sales channels while respecting customers' expectations for the customer relationship
This player, a leader in electronic publishing and document management, requested that we define and implement its future customer platform, notably with the aim of improving the segmentation of the customer portfolio and applying commercial steering based on value.
We assisted it with the major tasks of defining the business function processes and causing the CRM solutions (SFA and campaign management) to converge by ensuring the integration of the front- and back-office applications: implementation of Salesforce and integration with the contact center’s Vocalcom tool, and selection of the campaign management solution.
Make use of technology & digital to enhance teams' skills and foster their "consultative selling posture"
The implementation of a used vehicle marketplace for its BtoB clientele led this automobile manufacturer to rethink the mission of the commercial teams responsible for this market.
In this context, we helped the manufacturer's central management develop the successive stages of the team transformation program and then deploy them within its main European subsidiaries:
Align company models with the fundamentals of franchising (franchisor – franchisee relationship)
Franchising remains popular with many players as a means of accelerating their development while limiting their commitment
Put in place a win-win model (strike the right balance between the parties) while ensuring that the company falls into line with this principle
We work on the cross-functional performance & relevance of models, from the viewpoints of both the franchisor & franchisee
Adapt & market the franchisor's service offering so as to make it more attractive and explain what it provides
This retailer's network development strategy encouraged it to develop its franchise model and change its practices (and culture).
We assisted the Network team and general management in overhauling the retailer's model and adapting its organization and processes faced with the challenges of franchising. This work was also able to involve reviewing the nature of the assistance provided by the franchisor to its network and thereby adapting its service offering.