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Practical examples |
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Strategy & Organisation Development – Sales Vision 2020
Business Transition Worldwide – Restructuring of National Distributorships
CRM & Lead Management - System for Increasing Loyality
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Practical example Strategy & Organisation Development |
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"Sales Vision 2020" (volume manufacturer) |
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Mission:
- To define cornerstones for long-term success in the operative direction of sales in a new competitive context.
Approach:
- Carrying out a comprehensive analysis of the market & its potential (competitive context, market segments, customers demands,…).
- Identifying prevailing conditions as the basis for future customer expectations.
Result:
- Preparation of medium- & long-term plans for steps targeting various demos.
- Specification of a detailled "Road-map to Success" incl. mission, responsibilities, interfaces and schedules.
- Communication of the new strategy to all dealerships.
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Practical example Strategy & Organisation Development |
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"Business Transition Wholesale" (Importer) |
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Mission:
- Completely revamp a national distributorship in Germany after take-over by another carmaker.
Approach:
- Status analysis with identification of all existing components of the organisation of both structure and processes.
- Developing a change management programme.
- Analysing and retooling the IT system landscape.
Result:
- Definition of a new structural organisation on the market.
- Definition and documentation of all (24) core processes in sales, marketing, after-sales and financing in agreement with the brand and group organisation.
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Practical example CRM- & Lead Management |
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"Setting up Global CRM & Lead Management System" (premium carmaker) |
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Mission:
- To develop concepts & guidelines with international validity for the most significant occasions of customer contact during vehicle use.
Approach:
- Defining and describing various levels of customer contact with objectives and advantages for the sales organisation.
- Defining the target for processes in order to implement concepts on the market at all levels in sales (headquarters-wholesale-retail).
- Researching and describing experiences on the market to date in the sense of "best practices."
Result:
- A uniform structure/documentation of results made available online for all markets around the world.
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