Copyright © Mercuri InternationalBASF Automotive Refinish
Copyright © Mercuri InternationalFrom can-kickers topaint shop businessconsultants
Copyright © Mercuri InternationalGLASURIT RATIO CONCEPT PLUS3BASF is the world’sleading chemical companyWith about 113,000...
Copyright © Mercuri Internationalwww.mercuri.netMercuri International
Copyright © Mercuri Internationalwww.mercuri.netTaking Sales to a Higher LevelMercuri International GroupMercuri Internati...
Copyright © Mercuri InternationalWe operate in over 40 countries in more than 50languages, making us the largest sales con...
Copyright © Mercuri International15,000 companies18,000 workshops240,000 participants...per yearWe are proud to work with...
Copyright © Mercuri InternationalThe case• Why did BASF decide onMercuri International• The problem• The challenges• The s...
Copyright © Mercuri InternationalWhy did BASF decide on Mercuri InternationalReasons….• Industry specialists (Auto)• Local...
Copyright © Mercuri InternationalThe problem – The auto market!Less cars are being repainted• Shorter design life span• Sa...
Copyright © Mercuri International… And that represents a hugechallenge for any salesorganization
Copyright © Mercuri International
Copyright © Mercuri InternationalGLASURITRATIO SYSTEMPRODUCTSYSTEMS• COATINGS• COLORS• PRIMERSGLASURITRATIO COLORCOLOR SYS...
Copyright © Mercuri InternationalGLASURITRATIO SYSTEMPRODUCTSYSTEMS• COATINGS• COLORS• PRIMERSGLASURITRATIO COLORCOLOR SYS...
Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solutionRefocusing Sales ...
Copyright © Mercuri InternationalChallenges in the processChallengesCooperationSales vs CSSales reps. vs Tech reps.HabitsC...
Copyright © Mercuri InternationalComplete change in customer platformSelling Know-How instead of paintSelling valueWorking...
Copyright © Mercuri InternationalResultsHigher turnover (substantial increase)Stronger profitsThe best customer base
Copyright © Mercuri InternationalTaking the project even furtherThe solution #2
Copyright © Mercuri InternationalTarget:• Select 40 of the best customers• That spend 100% of their business with BASF• Al...
Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #2Paintshop of t...
Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #22011…………………………...
Copyright © Mercuri InternationalResults #2In progress in DK, NO, SE and FIGrowth in progressAlready copied by competition
Copyright © Mercuri International
Copyright © Mercuri InternationalOn behalf of BASF CoatingsThank you for your attentionOle R. Würtz
Copyright © Mercuri InternationalOle R. Würtzole.wurtz@mercuri.dkwww.mercuri.netMercuri InternationalCorporate Presentation
Copyright © Mercuri InternationalOver the years companies’ needs have not changedIncrease salesGain market shareIncrease m...
Copyright © Mercuri InternationalBut information technology has totally changed theworld of sales
Copyright © Mercuri InternationalCustomerExcellenceHuman Resources__Style__Processes__Systems and tools__This evolution ha...
Copyright © Mercuri InternationalSales ManagersKey Account ManagersStrategic Account ManagersCustomer ServiceHuman Resourc...
Copyright © Mercuri InternationalWe help you tackle these challenges and achievepowerful sales performance
Copyright © Mercuri InternationalAnalysisAnalysis/studiesInterviewsField visitsMonitoring of currentsituationMystery shopp...
Copyright © Mercuri InternationalUsing proven methodologies and pedagogies
Copyright © Mercuri InternationalWorking with hundreds of consultants with strongbackgrounds in sales
Copyright © Mercuri InternationalDefining desired results together with clientsNumber of opportunitiesgeneratedAverage siz...
Copyright © Mercuri InternationalMeasuring the return on investmentExpandedRelationshipsActivitychangesResultsimprovementP...
Copyright © Mercuri InternationalWe operate in over 40 countries in more than 50languages, making us the largest sales con...
Copyright © Mercuri InternationalWe have been in business for more than 50 yearsStart ‘58 TodayCurt AbrahamssonHeinz Goldm...
Copyright © Mercuri InternationalWorking with reputable partners
Copyright © Mercuri InternationalBeing evaluated and awarded by independentassociationsBeing evaluated and awarded by inde...
Copyright © Mercuri International15,000 companies18,000 workshops240,000 participants...per yearWe are proud to work with...
Copyright © Mercuri Internationalwww.mercuri.netTaking Sales to a Higher LevelMercuri International GroupMercuri Internati...
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From can-kickers to total solution provider - Ole Würtz, Senior Training Consultant for Mercuri International / BASF Automotive Refinish

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BASF has transformed their business from the sales of paint and small devices to the total provision of coating facilities for the automotive industry. This transition was based on deep insight into the company’s customers’ needs and activities

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From can-kickers to total solution provider - Ole Würtz, Senior Training Consultant for Mercuri International / BASF Automotive Refinish

  1. 1. Copyright © Mercuri InternationalBASF Automotive Refinish
  2. 2. Copyright © Mercuri InternationalFrom can-kickers topaint shop businessconsultants
  3. 3. Copyright © Mercuri InternationalGLASURIT RATIO CONCEPT PLUS3BASF is the world’sleading chemical companyWith about 113,000employees, andapproximately 380production sitesworldwide , BASF servecustomers and partners inalmost all countries of theworld.In 2012, BASF postedsales of €78.7 billion andincome of app €8.9 billionThe Coatings Divisionof the BASF Groupdevelops, producesand markets a high-quality range ofinnovative automotiveOEMcoatings, automotiverefinishes, industrialcoatings anddecorative paintsOEMAutomotive refinishing
  4. 4. Copyright © Mercuri Internationalwww.mercuri.netMercuri International
  5. 5. Copyright © Mercuri Internationalwww.mercuri.netTaking Sales to a Higher LevelMercuri International GroupMercuri International is the world’s largest salesperformance consultancy. We have more than 50years’ experience in helping companies implementstrategies and achieve powerful sales results.
  6. 6. Copyright © Mercuri InternationalWe operate in over 40 countries in more than 50languages, making us the largest sales consultancy in theworldNorth America Europe AsiaSouth America Africa Australia
  7. 7. Copyright © Mercuri International15,000 companies18,000 workshops240,000 participants...per yearWe are proud to work with...
  8. 8. Copyright © Mercuri InternationalThe case• Why did BASF decide onMercuri International• The problem• The challenges• The solution• Challenges in the process• ResultsContent
  9. 9. Copyright © Mercuri InternationalWhy did BASF decide on Mercuri InternationalReasons….• Industry specialists (Auto)• Local presence• Local language• Local adaptability• World wide coverage
  10. 10. Copyright © Mercuri InternationalThe problem – The auto market!Less cars are being repainted• Shorter design life span• Safer cars - less accidents• More plastic parts• Spare parts delivered in colorLess profits• Structural changes in the market• Price pressure• Insurance companies hunt for savingsBody shops are the little fish in the food chain• Customer – Insurance – Auto house – Bodywork - PaintworkThe auto market
  11. 11. Copyright © Mercuri International… And that represents a hugechallenge for any salesorganization
  12. 12. Copyright © Mercuri International
  13. 13. Copyright © Mercuri InternationalGLASURITRATIO SYSTEMPRODUCTSYSTEMS• COATINGS• COLORS• PRIMERSGLASURITRATIO COLORCOLOR SYSTEM• ONLINE SERVICES• COLOR SCANNERS• SAMPLES• COLOR MATCHING• COLOR MIXINGGLASURITRATIO CONCEPTPLUSVALUE ADDEDSERVICES• CONSULTING• BODYSHOP AUDIT• PROFIT MANAGER• MARKETINGGLASURITCOMPETENCECENTRETRAINING• COLORS• APPLICATION• TECH TRAININGOffer to the market
  14. 14. Copyright © Mercuri InternationalGLASURITRATIO SYSTEMPRODUCTSYSTEMS• COATINGS• COLORS• PRIMERSGLASURITRATIO COLORCOLOR SYSTEM• ONLINE SERVICES• COLOR SCANNERS• SAMPLES• COLOR MATCHING• COLOR MIXINGGLASURITRATIO CONCEPTPLUSVALUE ADDEDSERVICES• CONSULTING• BODYSHOP AUDIT• PROFIT MANAGER• MARKETINGGLASURITCOMPETENCECENTRETRAINING• COLORS• APPLICATION• TECH TRAININGThe challengeFrom can-kickers to paintshop businessconsultants
  15. 15. Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solutionRefocusing Sales StrategyRedesign of sales processesTraining in every step of theprocessesSales reps.Technical reps.Customer ServiceManagementDeep implementationSales:9+4 modulesCS: 5 modulesManagement:9.4 modules2005…………………………2011
  16. 16. Copyright © Mercuri InternationalChallenges in the processChallengesCooperationSales vs CSSales reps. vs Tech reps.HabitsCommunicationThe right management support
  17. 17. Copyright © Mercuri InternationalComplete change in customer platformSelling Know-How instead of paintSelling valueWorking togetherPlan – Do – ReviewCustomer Attractiveness evaluationCustomer Stability evaluationKey components in new model:
  18. 18. Copyright © Mercuri InternationalResultsHigher turnover (substantial increase)Stronger profitsThe best customer base
  19. 19. Copyright © Mercuri InternationalTaking the project even furtherThe solution #2
  20. 20. Copyright © Mercuri InternationalTarget:• Select 40 of the best customers• That spend 100% of their business with BASF• All with growth potentialDouble their business!Target:Doble their business
  21. 21. Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #2Paintshop of the FutureReactive to ACTIVEOrder taking to SELLING
  22. 22. Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #22011…………………………2015Paintshop of the Future
  23. 23. Copyright © Mercuri InternationalResults #2In progress in DK, NO, SE and FIGrowth in progressAlready copied by competition
  24. 24. Copyright © Mercuri International
  25. 25. Copyright © Mercuri InternationalOn behalf of BASF CoatingsThank you for your attentionOle R. Würtz
  26. 26. Copyright © Mercuri InternationalOle R. Würtzole.wurtz@mercuri.dkwww.mercuri.netMercuri InternationalCorporate Presentation
  27. 27. Copyright © Mercuri InternationalOver the years companies’ needs have not changedIncrease salesGain market shareIncrease my marginIncrease competenceIncrease effectiveness
  28. 28. Copyright © Mercuri InternationalBut information technology has totally changed theworld of sales
  29. 29. Copyright © Mercuri InternationalCustomerExcellenceHuman Resources__Style__Processes__Systems and tools__This evolution has an impact on the whole salesfunction
  30. 30. Copyright © Mercuri InternationalSales ManagersKey Account ManagersStrategic Account ManagersCustomer ServiceHuman ResourcesLearning & DevelopmentIt has an impact on all sales roles
  31. 31. Copyright © Mercuri InternationalWe help you tackle these challenges and achievepowerful sales performance
  32. 32. Copyright © Mercuri InternationalAnalysisAnalysis/studiesInterviewsField visitsMonitoring of currentsituationMystery shoppingCompetence evaluationingEvaluate situationConsultingProject planningExecutionTraining contentImplementation planKey figuresDesign solutionTrainingClassroom trainingE-learningBusiness simulationsSeminarsWorkshopsNew competenceImplementationCoachingField visitsOn the job trainingExpert for hireMystery shoppingFollow-up meetingsChange behaviorConsolidationFollow up monitoringProject reportBalance sheet meetingJoint evaluationsRecommendations fornext stepLong term results21 3 4 5We customize and deliver single targeted projects orfully integrated processes
  33. 33. Copyright © Mercuri InternationalUsing proven methodologies and pedagogies
  34. 34. Copyright © Mercuri InternationalWorking with hundreds of consultants with strongbackgrounds in sales
  35. 35. Copyright © Mercuri InternationalDefining desired results together with clientsNumber of opportunitiesgeneratedAverage size ofOpportunitySkill take upCustomer attitudeKnowledge transfer
  36. 36. Copyright © Mercuri InternationalMeasuring the return on investmentExpandedRelationshipsActivitychangesResultsimprovementPipelineimprovements
  37. 37. Copyright © Mercuri InternationalWe operate in over 40 countries in more than 50languages, making us the largest sales consultancy in theworldNorth America Europe AsiaSouth America Africa Australia
  38. 38. Copyright © Mercuri InternationalWe have been in business for more than 50 yearsStart ‘58 TodayCurt AbrahamssonHeinz Goldmannin over 40 countries
  39. 39. Copyright © Mercuri InternationalWorking with reputable partners
  40. 40. Copyright © Mercuri InternationalBeing evaluated and awarded by independentassociationsBeing evaluated and awarded by independent associations
  41. 41. Copyright © Mercuri International15,000 companies18,000 workshops240,000 participants...per yearWe are proud to work with...
  42. 42. Copyright © Mercuri Internationalwww.mercuri.netTaking Sales to a Higher LevelMercuri International GroupMercuri International is the world’s largest sales performanceconsultancy. We have more than 50 years’ experience in helpingcompanies implement strategies and achieve powerful sales results.

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