Case study

Improving sales and marketing effectiveness for a manufacturer of industrial goods

Situation

A manufacturer of industrial goods engaged a consultancy to deal with low market shares, lack of integration / co-ordination in customer relationship management and a questionable ability to compete in global markets. Delivery Partners benchmarked competitor best practices and conducted customer analysis.

Our work

  • Conducted a study on competitor organizations and comparable partner companies to determine current best practice in sales and marketing
  • Analyzed customer perception of the client as a brand and expectations from its current and future products

Results

Market analysis led to the development of appropriate, consistent and long-term routes to market to best meet the needs of customers and support the business strategy as demonstrated by the competition. Effective aftermarket service and procedures to encourage customer feedback were introduced.