Brief

Commodity price declines had reduced the margins of the company.

The challenge for the sales force was to sell the company's core product proposition as a package with specialized services that local competitors could not provide. This expanded definition of the product and service offering provided price insulation in a very difficult market.

Solution

• Trained senior sales people in how to sell value-added services in what the buyers perceived as a commodity market.
  
  
• Designed and implemented a client coverage model that redefined the service offering, relationship economics and product mix of the business.

Results

• The company maintained its market share and margins during a commodity price downturn and increased its average share of wallet within its large regional client segment.

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