Situation:

• Our client is an international manufacturer in the building services sector and belongs to the leading companies in this branch
• The strategic support for wholesalers is not systematic and should be improved in a targeted approach

Approach KMC:

• Systematic process with main steps analysis, strategy and implementation in four countries
• Common evolvement of seven most important key action areas: customisation of commercial range and benefit arguments, key account management, sell-in tools and sell-out tools, communication etc

Impact:

• Successful launch of sell-in processes
• Sales target for the project (shared and budgeted target): € 18+ Mio.
• Systematic optimisation of the working process with the strategic distribution channel of the wholesaler