An agrifood industrialist wishing to optimize its commercial investments, reduce its customers losses and improve its performance in business prospecting

Approach

After a 6-week diagnosis, the implementation at national level consists in 5 improvement projects:

  • Sales development (practices, tools and methods)

  • Tariff policy

  • Optimization of investments

  • Organization of the sales front

  • Service offering and customer loyalty

 

Results

  • Establishement of professional telesales platforms in support of the sales force

  • Redesign of commercial portfolios regarding geographic zones and customer segmentation (adaptation of visits frequency)

  • Development of techniques (prospecting, saturation control, ...) and sales tools (implementation of a CRM, customer loyalty system, ...)

  • Re-organization, specialization of activities (man product, new customer acquisition manager, ...) and skills development

  • Creation of a national tariff system complying with the law, with discounts in order to increase the size of orders

  • Setting up a service offering tailored to each customer level

  • Creation of a monthly animation plan of sales forces

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About Marris Consulting

Marris Consulting is an industry consulting and training company specialized in the Theory of Constraints (ToC) and Critical Chain Project Management. We focus on improving the performance of manufacturing and process industries by using Constraints Management combined with Lean and Six Sigma. To boost project performance, we also use Critical Chain Project Management (CCPM), which we sometimes combine with Lean Engineering. Our 2-day performance audits, our performance consulting services and our project management, Lean & ToC training by our industry consultants offer a wide range of solutions to help our clients around the world reach the highest possible levels of performance.

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