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Case Study

Sales Strategy for a Garden, Agricultural and forestry Equipment Company

Sales with a focus on growth markets

q

Company Details

Wholesaler of parts for garden, agricultural, and forestry equipment
Location Euskirchen, Germany; sales region Germany and Austria; sales 23 Mio. EUR

p

Situation and Challenge

Lack of sales strategy and focus on growth markets, lack of definitions of growth potentials, lack of KPIs
60 % of customers make for < 10 % of total sales
Silo-mentality with peers at HQ, no response to market changes

m

Objective and Tasks

Building and implementing a strategy, definition of market potential
Definition of KPIs, introduction of PDCA and problem-solving skills
Building synergies with peers , Matrix Strategy Deployment at HQ

n

Measures and Approach

Interviews for sales team, visiting customers, workshop with sales team (potential, SWOT, etc.)
Develop 1-3 year strategy together with team, determining growth potential, qualitative and quantitative, by segment and by customer level
Determine KPIs and fix targets for sales team according to 1-3 year strategy

x

Results and Achievements

Building and implementing a strategy, definition of market potential
Definition of KPIs, introduction of PDCA and problem-solving skills
Building synergies with peers , Matrix Strategy Deployment at HQ

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