GLOBAL SOLUTIONS EUROPE

Sebastian-Kneipp-Str. 41
60439 Frankfurt am Main

phone: +49 (69) 505 064 – 120
for calls outside business hours in
Germany only: 0700 772 284 23
fax: +49 (69) 505 064 – 121

We generate more,
lasting and measurable value.

We develop go-to-market strategies to bridge between a company’s strategy and the exceptional shopper experiences.

We help to win at the POS by optimal shelf presentations and an effective use of salesforce resources.

We activate shoppers effectively along their touchpoints to buy products and harvest gains from ongoing, rigorous ROI reviews.

We revitalize business and efficiency drivers by using net-net neutral price cuts, trade term reengineering and added value concepts.

We extract perceived value of products from markets. Quantified price models and smart price concepts are key components.

We make sales teams successful by redesigning processes, organizational structures, tools and by building capabilities.

SALES EXCELLENCE

VALUE INSIGHTS

We examine the entire value chain and identify all value creation drivers.

We explore ways you can go beyond price to offer more value.

COMMERCIAL STRATEGY

We develop brand-specific and/ or channel-specific  commercial strategies for sustainable growth and increased levels of profitability.

GO-TO-MARKET MODELS​

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

CUSTOMER PLANNING

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.

SELL VALUES

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.

Perfect POS

KEY SUCCESS DRIVERS

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.

PERFECT POS PRESENTATION

We align a vision of the perfect POS and win-win concept for mutual benefits. We define KPIs for implementation and we set up a measurement system. We develop a roadmap for transformation.

OPT. RESOURCE ALLOCATION

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.

SELF-LEARNING PROCESSES

We steer resources dynamically to the stores with the highest potential. We introduce KPI and benefit-driven thinking. We develop steering processes with automatic course corrections.

EXCELLENCE IN EXECUTION

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.

Effective Shopper Activation

SHOPPER INSIGHTS

We understand shopper behaviour and help you to determine the crucial interaction points along the shopper journey. We calculate the ROI of measures (offline / online) based on facts and figures.

IN-STORE SALES EXECUTION

We effectively manage in-store execution in promotions with a KPI system. We combine KAM and SF capabilities to get the best out of it. We create innovative breakthrough concepts.

BEST PROMOTION PRICES

We calculate the optimal promotion price with simulation techniques. We find the optimal promotion frequency that matches price positioning. We motivate trade partners with financial and conceptual incentives for selling at the optimal price.

SUCCESS DRIVERS IN PROMOTIONS

We derive the optimal time, type of offer and measures. We motivate for optimal visibility at all hotspots in the store. We monitor the implementation to find the value destroyers.

TOUCHPOINT ACTIVATION

We find the path-to-purchase of multi-optional shopper behaviour. We decipher the information, decision and buying behaviour of your shoppers in detail We develop omni-channel strategies.

TRADE TERM EXCELLENCE

TRADE TERM INSIGHT

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.

FOLDING

We reduce gross list prices by waiving conditions that are not sustainable or do not provide any services in return. We manage the transformation by simulating effects and benchmarking with best practices. We provide our own tools.

TRADE TERM GUIDELINES

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.

PRICE RISK MANAGEMENT

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.

SELL-IN TRADE TERM CHANGES

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.

BEST IN CLASS PRICING

PRICE WILLINGNESS

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.

PRICE COMPETENCE

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.

PRICE INCREASES

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.

RECOMMENDED SELLING 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.

INTERNATIONAL PRICE CORRIDOR

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.

EXECUTIONAL EXCELLENCE

NEW WAYS OF WORKING

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.

EFFECTIVE SALS ORGANISATION

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.

SALES COACHING

We help in crashes as a challenger with expertise. We accompany new product launches, price increases etc. as a coach. We audit retailer agreements and recommend potential for improvement.

CAPABILITY BUILDING

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.

EFFECTIVE SALES TOOLS

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.

Richard Saunders

COORDINATION

London, Americas

PROFILE

He started as a retail buyer and marketer at Boots. He then switched sides to work for Reckitt Benckiser and Heineken where he held various senior leadership roles. Since 2013 he leads Sales Practice in UK

René Wörns

COORDINATION

Germany

OFFICE

Frankfurt

PROFILE

20+ years in senior roles in sales & marketing of major toy company, both local roles and regional ones. Harmonisation of local pricing and execution within regional/ EU framework

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Dr. Harald Münzberg

COORDINATION

Germany

OFFICE

Frankfurt

PROFILE

Helping clients in Consumer Good and Retail areas. More than 25 years consulting experience in pricing, marketing and sales, business process reengineering and digital/business transformation

Rolf Klein

COORDINATION

Germany

OFFICE

Hamburg

PROFILE

Rolf Klein has over 25 yrs. of experience in the branded goods industry from KAM to Managing Director for Marketing, SCM and procurement.
Expertise in different markets internationally

Manfred Sigmund

COORDINATION

Germany

OFFICE

Hannover

PROFILE

18 years of experience in market research as an employee at Kraft General Foods and Dr. Oetker and as managing director of a market research company. He is one of our experts for advanced analytics.

Thomas Kleinschnittger

COORDINATION

Germany

OFFICE

Hamburg

PROFILE

Over 25 years experience in sales and marketing. He has held senior management positions at Unilever, Safilo, Ralston Purina and Nestlé. He has broad project experience with key account and condition optimization.

Eric Moraine

COORDINATION

France, Benelux

OFFICE

Brussels, Paris

PROFILE

After 35 yrs. in inter-national management at Henkel and Freudenberg he joint GSE as senior partner. He has specific expertise in international sales and general management in France and Benelux.

Benno Daegling

COORDINATION

Germany

OFFICE

Hamburg

PROFILE

Over 20 yrs. of global consulting experience. His focus is on pricing from trade term optimization to price elasticity topics. He was partner in the FMCG practices of Oliver Wyman and St. Gallen Consulting Group.

Peter Tarrida

COORDINATION

Barcelona, Mexico

PROFILE

Senior partner with more than 30 years of experience in FMCG. He held senior management positions both nationally and internationally with Pepsico, Black & Decker and Vileda both Spain and Mexico.

Andreas Mehler

COORDINATION

Germany

OFFICE

Düsseldorf

PROFILE

20 years of FMCG and especially Food experience. His work focusses on sales processes and trade term management. He worked with Unilever and Nadler in senior management functions

Ted Amato

COORDINATION

Milano, London, New York

PROFILE

He held positions as New Business Director at Kraft Foods and Marketing and Sales Director at Mars before he started his consulting business in Italy to assist Beiersdorf, Cameo, Nestlé and others.

Peter Mißner

COORDINATION

Germany

OFFICE

Frankfurt

PROFILE

Managing Partner at Global Solutions Europe. He has over 25 yrs. of experience in value based pricing strate-gies and value selling. He has led large international projects

CONTACT

Mobile: +49 171 8753582 
Mail: p.missner@global-solutions-europe.com  
Personal Fax: +49 32 21 12 26 85 64 0