Increase top-line by creating winning pattern for agent sales (Manufacturing)

Increase top-line by creating winning pattern for agent sales (Manufacturing)


Industry: Manufacturer


Topic: Sales and Marketing


Background / Objectives


  • “Winning pattern for agent sales” has not been identified, productivity was declining.
  • The manufacturer could not escape from being an “order-taker”, only responding to demands for price deduction or promotion from agents.
  • Change is unwelcomed, due to reasons such as the company being an important part of the industry, or the industry’s uniqueness, which leads to low desire to improve performance.

Result creation process



Results


[Achievements]

  • 1 year after support, average monthly sales increased to 130 percent, and obtained No.1 share for the main product

 

[System]

  • Visualization of sales talk, management method, KPI which leads to winning sales pattern

 

[EIS]

  • Motivation towards development increased for the organization as a whole, leading to continuous independent development

 

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