Alexander

Alexander

  • Expe­ri­enced manage­ment consul­tant with a focus on sales in corpo­ra­tions
  • Since 2010 an entre­pre­neur himself
  • Knows the pitfalls of imple­men­ta­tion

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Typical star­ting point of client

  • An US-American company from the IT equip­ment sector with double-digit sales figures sells the highest margin product via diffe­rent forms of commerce
  • The margin requi­re­ments of various custo­mers differ by as much as 40% and lead to a proli­fe­ra­tion of prices and condi­tions
  • The aim is to analyse the cost struc­ture of trade as well as to develop a sales tool that can help to impose prices and makes it never­theless possible to work toge­ther with the customer on a part­nership basis

Inno­va­tive approach

  • Conduct detailed inter­views with channel part­ners and thereby iden­tify the cost struc­ture that is typical for the respec­tive channel or typical problems (e.g. struc­ture of distri­bu­tion, unpro­fes­sional logi­stics)
  • Compare the cost struc­ture with data from other indu­stries and with the deve­lop­ment of an ideal cost struc­ture of a retailer, for example distri­bu­tion costs may maxi­mally amount to 20% and costs for logi­stics to 10% of the turnover
  • Iden­tify typical opti­mi­sa­tion oppor­tu­nities per form of commerce and summa­rise these in a „Cook­book“ for the sales depart­ment, for instance the intro­duc­tion of a prag­matic customer rela­ti­onship manage­ment, the usage of avail­able free­ware for logi­stics
    solu­tions respec­tively outsour­cing
  • Train sales staff in regard to a coope­ra­tive part­nership with retailers, so that they are able to act as a trading partner on the one hand and as an equal nego­tia­tion partner on the other hand

Typical effect/result

  • Increa­sing the average margin by up to 5 percen­tage points
  • Clearly impro­ving the stan­ding of the sales staff in the eyes of commer­cial custo­mers, because they are seen as people who under­stand and solve problems
  • Increa­sing the share of wallet by up to 20% and streng­the­ning the customer loyalty
Alexander

Alexander

  • Expe­ri­enced manage­ment consul­tant with a focus on sales in corpo­ra­tions
  • Since 2010 an entre­pre­neur himself
  • Knows the pitfalls of imple­men­ta­tion

Want to get to know Alexander?

Get in contact

Still curious?
There is more to see here:

All impulses