Client Cases
Alto – Partner in European Sales Academy
The basis of this co-operation has been Mercuri International's evaluation of the current sales processes, which has led to new ways of working to ensure repeat business, win new customers and optimise cross-selling. Around 160 employees will go through a 'blended learning' process of seminars and web-based events, thus minimising 'off the road' time and maximising the implementation of the new methods.
Baxter – Sales Efficiency Project
A project supporting the implementation of the Baxter organization. Baxter is one of the leading companies in the hospital field, selling products in Renal, Bioscience, Medication deliveries. The project covers 3 countries. The base for this project is Mercuri International's evaluation of the current sales and marketing processes, analysis of customer portfolio and Sales reps Management to increase sales efficiency.
Cognis – Sales Development Project
A global project supporting the implementation of the new Cognis strategy. Cognis is one of the leading companies in the specialty chemical field and a former subsidiary of Henkel. The project covers four regions (Europe, NA, SA and Asia) and approximately 30 countries.
Kappa Packaging – Sales Strength Audit
In order to benchmark the current status of the Kappa Packaging operating companies as well as Pan European Sales, Kappa together with Mercuri International executed a Sales Excellence Programme across Europe (BeNeLux, Germany, Switzerland, Sweden, Denmark, UK, Central and Eastern Europe, France and Spain). Sales Managers and Managing Directors where heavily involved during the Sales Strength Audit and the implementation of the action plans. Due to professional international project management a high level of consistency and uniformity was achieved. "The Sales Excellence Programme supported by Mercuri International was an essential step to take sales to a higher level, to kickstart the business back into profitable growth and to engender real discipline into the process of selling", says Berry Wiersum, Board Member, Kappa Packaging
P&O Nedlloyd – Sales Development Project
A Pan-European project over five years to build a consistent approach to Key Account Management with a team of specialist account managers and coordinators. The project has been delivered across the 38 European countries of operation and has built a standard Key Account toolbox that has increased volumes, increased freight rates and raised the number of products and services sold into each account by 25%. The project has been expanded to work with the Logistics service of the group.
SAS – Sales Excellence Project
SAS and Mercuri International have worked closely for many years and in 2004 embarked on a multi-regional sales competence development project known as Sales Excellence. During 2004/5 this has involved over 65 programmes and around 750 participants from 26 countries. As well as building standard elements for the Sales Excellence programme, Mercuri has worked to adapt the material to local conditions and needs.