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Buyers buy in different need states and channels.
We identify their respective price willingness, their motives and the total value of the holistic product offering to the buyers.
We use advanced analytics and specific market research.
We assess the competencies of brands in a price change process.
We look at key dimensions such as perceived benefits, relative sales price, relative competitive strength and market attractiveness.
We assist in developing values and in using and enforcing them with price increases.
We use price increases smartly to develop pay-for-performance shares in trade spends, lower net growth of trade spends and smart control of market prices.
We derive credible optimal shelf prices and promotion prices from data and facts.
We support you in being perceived as a credible and preferred partner in value creation issues.
We reduce price risk within global key accounts through smart concepts.
We make you fit for profitable growth with global retailers.
We design and accompany the transformation along with a key account specific roadmap.
We create full transparency in trade terms from a business perspective and identify opportunities and risks.
We assign business drivers to the trade terms, assess counterparts and dispensable terms for both partners.
We link the invest-ment in trade terms to the sales strategy.
We prioritise investments in core and non-core conditions.
We operationalise smart conditions with measurement concepts and systematic tools.
We transform trade calculations to pay-for-performance concepts to explain net-net differences.
We reduce risks through net neutral shifts of trade spends in the entire product range.
We use price increases for strategic risk management.
We develop win-win value creation concepts to convince trade partners of the restructuring of the entire price and trade terms system.
We prepare the sales team with smart, fact-based and tactical arguments throughout the negotiation process.
We prepare sales teams for continuous and agile work on value creation from concept to contribution.
We harmonise working methods and follow best practices.
We provide tools including training for sustainable value creation.
We align KAM and CM resources in the organization towards value creation.
We coach and challenge an in- or outsourcing process of the sales force.
We link teams across departments with interdepart-mental processes.
We train the KAMs for value-adding customer presentations and tactical concepts in negotiations.
We develop technical concepts for sales tools.
We develop incentive systems for sales teams.
We provide professional support in the selection, customising and introduction of sales tools.
We redesign sales processes in tool implementations.
We achieve continuity in a transfer of ad hoc tools into new tool solutions.
We create transparency about the potential success factors and the use of resources at the POS.
We understand where the “ability to win” is given.
We analyse and assess sensitivities for change.
We cluster current stores according to their success characteristics with advanced analytics.
We define targeted tasks and times at the POS by segments.
We manage resources and trade terms to bundle forces.
We involve sales representatives in analysis and concept phases.
We motivate teams for change – also with a new incentive system.
We develop a technical concept for the sales force tool further development.
We examine the entire value chain and identify all value creation drivers.
We explore ways you can go beyond price to offer more value.
We develop brand-specific and/ or channel-specific commercial strategies for sustainable growth and increased levels of profitability.
For each purchase occasion, we ensure that you have the right brand, the right packsizes at the right price level in the right sales channels
For your key customers, we design and implement strategic business plans and a transformational roadmap.
We develop an investment mindset, connect investments with business values and track the payback.
We create convincing selling stories focusing on customer-relevant benefits.
We help to emerge from difficult customer negotiations as winners.
We design processes that deliver value.