Practical examples - Marketing & Sales

Stimulating the use of bio-diesel for truck transportation in order to reduce CO2.
A critical mass of petrol stations, truck companies, as well as truck dealers was required to get this project going. Question marks around sustainability of bio-diesel had to be addressed.
A large scale pilot was organized through collaboration between a bio-diesel producer, petrol stations, truck companies, car dealers and a major city to use bio-diesel (from waste material) for a minimum of 2 years. It attracted much media attention (national TV, radio, newspapers).

Positioning of a biologically degradable plastic.
A new Business Unit wanted to introduce her unique product effectively into the market.
Customer panels were used to test market and applications potential, communication and pricing. On this basis a focused market approach and promotion strategy was developed.

Increase in effectiveness of the sales organisation within a packaging multinational.
A packaging multinational needed help to accelerate their international business development.
An international project team was set up to create support. By analysing customer requirements and - profitability, the sales organisation could effectively develop its most attractive market (segment)s.

Optimising demand and supply of a fast growing pharmaceutical multinational.
Because of new product introductions business complexity increased dramatically.
Differences between Commerce and Supply were bridged. The explosion of product variations was channelled through multifunctional communication and decision making processes. Internal processes and organization were altered to increase service levels.