Situation:

• Manufacturer of cash register systems
• Decreasing and highly competitive market situation
• Changing market environment; market share losses in several product groups

Approach KMC:

• Positioning: Build solution competence, focus business fields
• Sales organisation: Direct / indirect sales, solution selling method
• Sales instruments: Concept for key accounts, Partner concept dealers

Impact:

• The project country Germany is the only country in Europe with strong sales and profit increases
• Successful implementation of new sales and marketing approach