The sales organisation of a Japanese manufacturer of refrigeration and heating technology wants to sell direct to end customers as well as to dealers in future.
Over the last seven years, this organisation has tripled its revenue and the size of its workforce. Now it is about to make some major acquisitions that will dwarf even this growth.
Until recently, the company hadn’t had any direct customer contact. That meant that every new strategy, every new product was dependent on the quality of the feedback from the dealers. A wall had been erected between the market and the company.
Trainconsulting worked with the management to develop a process for designing and implementing contact and communication with end customers, and at the same time thought about how the dealers could be taken along on this journey in such a way that the apparent competition with the company could be transformed into a co-creation.
The results of the process
The company has built a strong management team internally, which has learned how to deal with complex change in the market and at the same time has set itself up for large-scale growth.