A Belgian family company specializing in oils, fats and bakery products was looking for ways to improve its commercial approach in the Dutch division.
With activities in both the Food Service and Retail sectors, the need arose to better strategically address both channels. Challenges and approach To achieve this optimization, we conducted a thorough analysis of the current channel strategy.
In doing so, we identified opportunities for improvement and selected focus channels that offered the greatest potential.
In addition to channel strategy, the focus was on customer segmentation, where we classified customers based on their value and growth potential.
An important step was to develop a targeted Key Account approach for the top 25 customers.
We created a standardized format for account plans, giving the team a uniform and efficient way of working.
We also optimized the pricing and rebate process to respond more quickly and transparently to price and condition changes. Results The efforts resulted in a clear selection of focus channels and potential customers within those channels, complete with an estimate of revenue potential.
The new approach to business development for Key Accounts now allows the team to work in a more focused and effective manner.
In addition, the streamlined pricing and rebate process provides greater clarity and speed in price changes, benefiting both internal operations and customer relationships.
With this new approach, the company is better positioned to make the most of commercial opportunities in the market and continue to grow.
Want to know more about our services? We would be happy to exchange ideas with you in a personal meeting, without obligation, at your convenience and at any time.
