The main challenge in sales: Increasing competitive pressure and ongoing industry changes

A sale is unlike any other industry, it is characterized by competitive pressure and interchangability of suppliers. Overcapacitated space, continuous cost wars, new competitors and blurry industry boundaries are just as responsible as changes in customer purchasing habits. In order to be successful, customer expectations must be met. The W&P Fit Monitor metrics your customer performance.

The pressure to change ist particularly hight for traditional types of business and business models, independent of whether you are dealing with wholesale, retail or marketing groups. Middle-sized companies add to complicated sucession problems and financing bottlenecks.

W&P´s service focus for sales

Given our successful projects, personal networks, lectures, studies, publications, etc., W&P stands for quality, innovation and reliability in sales. Our longtime wholesale, retail and marketing group customers in various industries trust us with their main corporate problems:

• Strategy
  Corporate, business area and competitive strategies, internationalization, value added structuring, new business venture
• Organization
  Management/holding organization, management/control systems, process optimization
• M&A
  Partner search, synergy and risk assessment, merger management, integration management
• Value creation integration
  Insourcing and outsourcing strategies, logistics, information networks, optimization of value creation
• Marketing and brand management
  Retail brand management, branding concepts, marketing/service design
• Sales
  Types of business and franchising concepts, growth strategies, sales mobilization, customer management
• Purchasing & Conditions
  Product range and cost strategy, category management, condition systems
• Efficiency Management
  Performance of affiliates, working capital and account management, functional and process efficiency
• Corporate Finance
  Financing strategies, managing creditworthiness, risk management, M&A

Selected Project Examples (best practice):

1. Overseeing a merger between two marketing groups in wholesale electronics: synergy and risk assessment, design and management of alliance forming processes as well as moderating steering committee meetings of deciding bodies in the executive circle - consolidation of both marketing groups into a market leading and high performaing marketing group in mid-sized electronics wholesaler
2. Sales Optimization in beverage wholesale: reorganization of management and organizational areas, information and control systems as well as sales processes; reassessment of the customer structure and focus customer development- comprehensive new sales position with sustainable performance increases.
3. Development of a brand strategy in furniture sales: Developed and prepared a decision with respect to brand architecture and positioning of collections and a private brands for a middle-sized furniture sales company - an effective umbrella brand strategy and target customers- adequate sales design concepts.
4. Restrukturing a marketing group in production assembly sales: established a multi-step restructuring concept, developed new busincess area and functional strategies, generated corporate and liquidation planning as well supporting pool banks and implementation oversight - new market positioning and adjusting business mechanics, clear cost reduction and stabilized financing.