Increase of sales performance and reduction of sales costs

Mandate:
Increase sales performance, lower sales costs, and optimise the multi-channel strategy

Client:
Exclusive distributor of various market leading products in central Europe, and a manufacturer of action cams and drones

Measures:

Analysed the existing customer base
Classified customers according to actual and potential turnover
Intensive GFK market analysis
Reduced the field sales force from 19 to 12
Significantly reduced the number of accounts to be managed directly (only specified persons and potential customers)
C-dealer support via the internal sales team
Switched from numeric to weighted distribution
Introduced a CRM and sales management system
Optimised the online sales system in particular

Success:

Achieved a 12% increase in revenue
Significantly reduced headcount costs
Achieved higher customer satisfaction among key customers due to the higher level of customer care
Increased profits by adapting of the set of conditions to the trade

Contact:

Frank Rammin
Marienstrasse 8
40764 Langenfeld
Deutschland