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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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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 ...

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

  • 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 113,000employees, 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
  • Copyright © Mercuri Internationalwww.mercuri.netMercuri International
  • 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.
  • 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
  • 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 solution• Challenges in the process• ResultsContent
  • Copyright © Mercuri InternationalWhy did BASF decide on Mercuri InternationalReasons….• Industry specialists (Auto)• Local presence• Local language• Local adaptability• World wide coverage
  • 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
  • Copyright © Mercuri International… And that represents a hugechallenge for any salesorganization
  • Copyright © Mercuri International
  • 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
  • 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
  • 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
  • Copyright © Mercuri InternationalChallenges in the processChallengesCooperationSales vs CSSales reps. vs Tech reps.HabitsCommunicationThe right management support
  • Copyright © Mercuri InternationalComplete change in customer platformSelling Know-How instead of paintSelling valueWorking togetherPlan – Do – ReviewCustomer Attractiveness evaluationCustomer Stability evaluationKey components in new model:
  • 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• All with growth potentialDouble their business!Target:Doble their business
  • Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #2Paintshop of the FutureReactive to ACTIVEOrder taking to SELLING
  • Copyright © Mercuri InternationalThe solution offered by Mercuri InternationalInternationallyThe solution #22011…………………………2015Paintshop of the Future
  • 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 my marginIncrease competenceIncrease effectiveness
  • Copyright © Mercuri InternationalBut information technology has totally changed theworld of sales
  • Copyright © Mercuri InternationalCustomerExcellenceHuman Resources__Style__Processes__Systems and tools__This evolution has an impact on the whole salesfunction
  • Copyright © Mercuri InternationalSales ManagersKey Account ManagersStrategic Account ManagersCustomer ServiceHuman ResourcesLearning & DevelopmentIt has an impact on all sales roles
  • Copyright © Mercuri InternationalWe help you tackle these challenges and achievepowerful sales performance
  • 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
  • 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 size ofOpportunitySkill take upCustomer attitudeKnowledge transfer
  • Copyright © Mercuri InternationalMeasuring the return on investmentExpandedRelationshipsActivitychangesResultsimprovementPipelineimprovements
  • 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
  • Copyright © Mercuri InternationalWe have been in business for more than 50 yearsStart ‘58 TodayCurt AbrahamssonHeinz Goldmannin over 40 countries
  • Copyright © Mercuri InternationalWorking with reputable partners
  • Copyright © Mercuri InternationalBeing evaluated and awarded by independentassociationsBeing evaluated and awarded by independent associations
  • 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 International is the world’s largest sales performanceconsultancy. We have more than 50 years’ experience in helpingcompanies implement strategies and achieve powerful sales results.