Building realities

Client:
Construction supplier (internationally active SMB)

Project Goal:
New alignment of sales in the processing of general sales with the aim of acquiring craftsmen, end customers and multipliers

Duration:
18 months

Project Description:
It was CCM's remit to provide methodic support in the setting up and reorganization of an existing sales channel in the company's general sales division. The target customers here are multipliers in the sense of a two-stage sales approach who have to be convinced of the unique selling points of the supplier in order to name its products explicitly in tenders.

Benefits:
• Setting up and expanding the customer's private network
• Visualization of the existing customer network
• Strengthening the perception in the marketplace as a global, leading supplier in the product segment
• Establishing a new distribution channel within the company





Client:
Construction supplier (globally active company)

Project Goal:
Realigning the company to establish a new understanding of sales to streamline the organization and to improve the operational results

Duration:
36 months

Project Description:
This project was designed to provide methodic support for the customer in the redesigning of its sales-relevant processes and structures while taking account of cost aspects and quality related aspects. The aim was to reduce costs, which represents an inevitable result of the optimization of business processes, as well as to identify starting points to increase quality. The results of the process optimization were subsequently intended to allow a step-wise introduction and implementation of the sales strategy to enable meaningful sales controlling.

Benefits:
• Transparency through the internal company-wide network
• Visualization of the existing customer network
• Uniform view of the customer network in the whole company
• Setup and expansion of the customer network by profitability criteria