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From Supplier to Product Expert

Until now, it was mainly necessary to know what you were selling. Now, you also have to find out exactly to whom. A Global DiVision customer from the metal processing industry recognized this and gave his sales departments a booster shot of suitable sales strategies. The coaching sessions show ways to be able to present industry solutions that are as perfect as possible in cooperation with one’s own customers.

“This approach is absolutely constructive,” praises CEO Dr. Monika V. Kronbügel (PhD.). “It doesn’t make any difference to a fan whether it is ventilating a factory hall or a movie theatre. It does make a difference to the technician when he is planning applications for different industry sectors and applications.” The company’s own sales force and reselling specialists are adjusting to this. First of all, the exact needs and requirements profile of the end customers are analyzed before the sales departments tackle the work together. “They arrive as experts and no longer as suppliers of individual components.”

Is this approach really effective, although it involves so much preparation time? “Absolutely,” assures Dr. Monika V. Kronbügel (PhD.). “We made the manufacturers and their customers into partners who develop their common market with a unique selling proposition.” That can already be seen by the improved sales figures and satisfaction of the users. “You see, an information exchange is no longer a one-way street. The things expected of products when they are in use now end up in development with a much more exact requirements profile.”

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