Mercuri in the Logistics Sector

Copyright © Mercuri InternationalCopyright © Mercuri International
Taking Logistics Sales & Service to a Higher Level
Securing Market Leadership
in the Logistics Arena

Challenges in Today’s Logistics Arena
Continued M&A Activities Amongst Top Players
New Niche Players Chipping-Away at High Revenue Clients
Digitalization Blurring the Standards of Quality Service
Transparency vs Automated Order Processes
Cargo Owners Reducing the Number of Suppliers to Leverage Volume
Erratic Pricing based on Wildly Fluctuating Capacity Situations
Clients/Buyers that are Extremely Knowledgeable
Clients/Buyers that Look at Sales People as “All the Same”
Sales Representatives that can’t Resist Selling on Price

Developing Sales and Service Teams
…to overcome the challenges

How Can We “Differentiate” in Today’s Market?

Copyright © Mercuri InternationalCopyright © Mercuri International5
40
COUNTRIES WITH
OWN BRANCHES
400
CONSULTANTS
WORLDWIDE
INTERNATIONAL
COORDINATED
PROJECTS
STRATEGY &
IMPLEMENTATION
11
CONSULTANTS
US
TrainingConsulting
1958
Mercuri International
Mercuri International is the world's largest
sales performance consultancy.
We have more than 50 years' experience in
helping companies implement strategies and
achieve powerful sales results.
HQ’S IN
STOCKHOLM
33%
Why Mercuri International?
…our Profile

Copyright © Mercuri International
Reward criteria:
✓ Industry recognition and impact on the sales
training industry
✓ Innovation in the sales training market
✓ Company size and growth potential
✓ Breadth of service offering
✓ Strength of clients served
✓ Geographical reach
“Consider Mercuri if you are looking for a long-term relationship
with a training provider that will use its basic inventory of
training materials to develop and deploy an effective, long-
term, customized program for your organization. ESR also
recommends Mercuri for international firms with global
operations because of its ability to offer Programs that can be
consistently delivered, but with specific national issues
addressed.”6
…our success.

Copyright © Mercuri International7
…our Global Reach

…our Breadth of Experience

Let’s Look at the New Age of Selling
3rd Millennial Sales Concepts
..including “Differentiated Selling”

Opportunity to
Order –
Securing Large
Deals
Negotiations
Sales Planning
& Productivity
Differentiated
Selling
Assertive
Selling
Key Account
Management
Consultative
Selling
Expertise
Selling
Relational
Selling
Competitive
Selling
Remote
Selling
Social
Selling
Presentation
Skills
Storytelling
Selling with
Tablets
The Many Things We Must Consider in 3rd Millennial Sales
10
Optimal Active
Selling Time
Strategic
Sales
Planning
and
Methodologies
Advanced Techno-Selling
Methods
Advanced
Differentiated Selling
Skills
3RD
MILLENNIUM SALES

Opportunity to
Order –
Securing Large
Deals
Negotiations
Sales Planning
& Productivity
Differentiated
Selling
Assertive
Selling
Key Account
Management
Consultative
Selling
Expertise
Selling
Relational
Selling
Competitive
Selling
Remote
Selling
Social
Selling
Presentation
Skills
Storytelling
Selling with
Tablets
3RD
MILLENNIUM SALES
The Many Things We Must Consider in 3rd Millennial Sales
11
Optimal Active
Selling Time

As an Example Let’s Look at Differentiated Selling
12

It’s critical to define the selling styles your sales
people need TODAY?
The Single Sales Model Today is Dead!!
Assertive Selling
Consultative
Selling
Expertise SellingRelational Selling

“I know exactly what I
need and will spend
accordingly”
“Please provide
some
information”
“I need advice to
optimize costs”
“My supplier
must be my full
service
advisor”
High Customer
Autonomy
Low Customer
Autonomy
What are the Prospects’/Clients’ Level of
Autonomy?
Consider : Clients’ Varying Levels of Autonomy

“I’m really not
interested in your
offer”
“I’m not sure
it’s right for us.”
“I’m quite
interested”
“Yours is my
first choice”
What are the Prospects’/Clients’ Level of
Resistance to Your Offer or Company?
Highly
Resistant
In Favor & Loyal
Consider: Clients’ Varying Levels of Resistance

Highly Resistant
“I’m really not
interested in your
offer”
“I’m not sure
it’s right for us.”
“I’m quite
interested”
“Yours is my
first choice”
In Favor & Loyal
“I know exactly what I
need and will spend
accordingly”
“Please provide
some
information”
“I need advice to
optimize costs”
“My supplier
must be my full
service
advisor”
High Customer
Autonomy
Low Customer
Autonomy
It leaves us with a Grid to Identify Buying Styles

Yes,
Your Selling Situation can
Differ Dramatically
With 4 Different Possibilities
Assertive Selling Consultative Selling
Expertise SellingRelational Selling

The Mercuri Differentiated Selling
Assessment
• Defines the Most Common Trends in Your Selling Situation
Yesterdays Situation Trending Situation

The Mercuri Differentiated Selling
Assessment
• Defines the Competence Level of Your Team for Each Situation

The Mercuri 5-Step Approach
Long Term
Results
Consolidation
Follow-up
monitoring
Project report
Balance sheet
meeting
Joint evaluations
Recommendations
for next step
5Change Behavior
Implementation
Coaching
Field visits
On the job training
Expert for hire
Mystery shopping
Follow-up meetings
4Build
Competence
Training
Classroom training
E-learning
Business
simulations
Seminars
Workshops
3Consulting
Solution Design
Project planning
Execution
Training content
Implementation
plan
Key figures
2Evaluate
Situation
Analysis
Analysis/studies
Interviews
Field visits
Current Procedures
Competence
evaluations
1

The Mercuri Competence Evaluator
Evaluate Situation
Analysis
Define Current Situation
Interviews
KPI Analysis
Competence
Requirements
Competence evaluations
1
1. Evaluate the Situation
21
Allows for:
Focus on the Biggest Areas of Impact
Creation of a perfect Team Profile
Complete Alignment with your Corporate and Sales Strategy
Measuring the Sum of
Efficiency
Effectiveness
Attitude

2. Consulting and Solution Design
Creating a Tailored Program with the Level of
Customization that’s Right for You
Mercuri can develop content and train globally for any modules
Consulting
Solution Design
Project planning
Execution
Tailoring content
Implementation plan
Key figures / KPIs
2
22
Case Studies
Tools
Role Plays
Groupwork
Topics
Layout
Off the Shelf Level 1 Level 2 Level 3
Standard
Client -
Developed
Content
Client Specific
Preparation
and design
Hi-Level
integratio
n on All
Elements

Build Competence
Training
E-learning
Self-Health-Check
Videos
Live Workshop
Business Simulations
Webinars
Post Workshop Health-
Check
3
3. Build Competence
Execution of Workshops and Blended Learning
Paths
Development Path 6 months
Initiation
Acumen
Health
Check
Launc
h
Video
Step
1
Online
Learning
& Pre - task
3-4 weeks
Step
2
Step 3
Face-to-
Face
Workshop
Step 4
5 Months
Self-Paced Learning &
Tasks, including Virtual
Sessions
Measurement
and
Implementatio
n
Step 5 Step 6

Opportunity to
Order –
Securing Large
Deals
Negotiations
Sales Planning
& Productivity
Differentiated
Selling
Assertive
Selling
Key Account
Management
Consultative
Selling
Expertise
Selling
Relational
Selling
Competitive
Selling
Remote
Selling
Social
Selling
Presentation
Skills
Storytelling
Selling with
Tablets
24
Optimal Active
Selling Time
Sales Efficiency
• Strategic Planning
• Sales Activity Planning
• Opportunity Management
• Pipeline Management
• Managing the DMU
• Managing the DMP
• Sales Planning
• Key Account Management
Advanced Techno-Selling Methods
• Social Selling
• Managing LinkedIn
• Web-Based Selling
• Presenting with new Technologies
Sales Effectiveness
• Relational Selling
• Expertise Selling
• Assertive Selling
• Consultative Selling
• Understanding the Buying
Situation
• Negotiations
• Selling to the C-Level
3. Training – Breadth of Potential Modules
3RD
MILLENNIUM SALES

3. Training – All Balanced with Sales Leadership

4. Change Behavior
Measurement
Establishing Simple / Proven KPIs
Installing True
Coaching Skills with
Managers
26
Change Behavior
Implementation
Coaching
Field visits
On the job training
Expert for hire
Mystery shopping
Follow-up meetings
4

5. Long Term Results
5
To Be Defined with Champions and Leaders
27
Long Term Results
Consolidation
Follow-up monitoring
Project report
Balance sheet
meeting
Joint evaluations
Recommendations
for next step
5
Set One-on-One
Meetings
Hold Training
Reinforcement
session
Write Inspirational
comment in intra
company chat.
Ask Mercuri for on-
line evaluation survey
Development Reinforcement

Copyright © Mercuri International28
End Result
Differentiation in the Logistics World
Motivated Sales People
Employee Retention
Client Retention
Increased Sales Results

Mercuri in the Logistics Sector

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