Case Studies - Sales Unit

During the conception of all our projects, we think first of all about you. About your goals. About your success. About your sales organisation. Because if we want to work successfully for you, we must understand you. And this understanding must be the foundation for our planning and action.

We are often asked whether we have a catalogue with standard services. We find: Standard services are something for standard customers. And we prefer to support our customers as individually as they deserve instead of categorizing them to a pre-defined standard.

Indeed, certain tasks of ours frequently repeat themselves and many of our projects have parallels to each other. However, each of them is unique in its own way and reflects the respective individual requirements of our customer. Below, you will find some examples of our broad range of projects. Thus, you will obtain an initial overview of what we consider individuality to be and how we repeatedly adapt ourselves anew to our customers’ requirements.

CASE STUDIES

Field Staff Scheduling for Ultrasound Systems

Initial Situation

A subsidiary of a global technology group offers, among other things, ultrasound systems with extensive dissemination in the clinical market. In the future, the company would also like to acquire resident medical practices as customers and, in this regard, place both ultrasound systems for daily usage from a lower-price segment as well as also, in the case of designated specialised physician groups, the latest generation of their systems. However, comprehensive acquisition by the Sales Field Staff is not possible owing to the budget requirements.

Healthcare

Referrer Dialogue for Paediatricians & Midwives

Initial Situation

One of the largest German manufacturers of baby foods and owner of one of the three brands with the strongest sales in this segment also offers in its portfolio, besides classical baby formulas, innovative nutritional supplements which, for example, support the mothers during breastfeeding or have a positive effect on babies during the typical unrest during the first months of life. Up to now, these products have not yet been universally known to the consumer and are thus supposed to be placed via referrers such as paediatricians and midwives.

Healthcare

New Customer Acquisition for Industrial Robots

Initial Situation

A globally-operating manufacturer of industrial robots and automated production solutions with a German parent company is among the most well-known names in its market segment. The current goal is to initially do sales development work in the Italian market. Because the individual potential of the respective companies there is still unclear, the specialised sales are supposed to be supported by an upstream acquisition tool.

Industry

Sales Support for Vertical Markets

Initial Situation

A leading manufacturer of measurement technology devices expanded its portfolio some time ago to add the functional monitoring of pipeline networks. In this regard, the solution is based upon the manufacturer’s thermal imaging camera which can be used to quickly and reliably localise and diagnose malfunctions that arise. By so doing, for the first time, industries such as the utility, food/beverage and chemical industries become interesting in a larger scope for the manufacturer.

Industry

Direct Sales of Dental Biomaterials

Initial Situation

A globally-leading company in the segment of implant-supported and restorative dentures sells in its portfolio, among other things, biomaterials such as bone replacement materials, membranes and biologicals. This also includes a gel with enamel matrix proteins which can be sensibly used for soft tissue healing after oral surgical procedures as well as after dental implantations. Despite promotional mailings being sent out upon a regular basis, the orders by the existing customers are substantially below the sales expectations.

Healthcare

Trade Fair Invitation Management

Initial Situation

One of the market leaders in the drive automation industry offers a universal modular system of geared motors, control and feedback control systems as well as software with a strong focus on the theme of Industry 4.0. Before this backdrop, the company presents itself as an important innovator upon a regular basis at industry trade fairs, thus also at the Hanover trade fair HANNOVER MESSE. In particular, this trade fair appearance is supposed to be used with a strong focus on customer acquisition and creating loyalty among existing customers.

Industry