Post-Merger Integration of Sales Departments. What you need to know about and the problems you can live in this operation.

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POST-MERGER INTEGRATION
SALES DEPARTMENTS
PRESENTATION
Direct Link Consulting
2016 February
This material was developed to support the oral presentation of Direct Link Consulting
services.
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2. 18 yearswww.dlconsultoria.com
Our Services:
Sales Strategy
Clients Portfolio Management
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Direct Link Consulting
We operate in Sales Consulting,
specializing in projects of Merger,
Restructuring and Startup of Sales
Departments
Internal Order Management
Sales Force Management
Training & Development

3. Clients Direct Link Consulting
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4. The phase of "pre-deal" concentrates most of the difficulties and challenges of transaction
Mapping Synergies is not done in most transactions
Managing people's expectations and operational integration are concerns after the deal
Spending in the integration phase are considerable and often underestimated
25% of intellectual capital is leaving the company at the
beginning of integration process, or even before it
The integration time can be greater than the planned
One of the most important critical success factors
the "post-deal" is the support of top management
Source: PWC research of Pre and Post M&A Integrations in Brazil 2008-2009
Needs of Enterprises at Post-Merger Integration in Brazil
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5. * Fonte: Pesquisa EY – “The right combination: managing
integration for deal sucess”
Pre Deal Post Deal
A complete overview of the processes involved and the impact for companies in Merger.
"One in two transactions do not reach their strategic objectives originally planned“ *
Consulting
Focus
Overview Consulting Jobs
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6. Direct Link Consulting Services in Post-Merger Integration, includes the following dimensions:
Sales Strategy
• Alignment of the Shares of Sales and Marketing to
Corporate Strategy
• Definition of strategies for different types of Sales
Channels
• Customer Segmentation and Market Coverage
Organizational Structure
• New Organization Chart and Subordination
• Establishing Linkages and Mechanisms of
Alignment
• Identification of Cultural and Political Barriers and
their implications
Portfolio Management and Performance Metrics
• Division of Territories and Portfolio Sales
• Establish interim operating rules for joint accounts
• Definition of Customer Service Programs
• Establish Model Compensation for New Team
Sales Operations
• Sales Management Methodologies, forecasting and sales
funnel
• Architecture of Sales Channels
• Lead generation and distribution within the Sales Team
• Development of the Proposed Model
• Policies Pricing and Pricing Management, including bidding
• Development of contracts, including Terms and Conditions
• Promotions and Sales Incentive Programs
• After Sales Support and Customer Service
• Customer Relationship (CRM), and IT Applications
Our Services
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7. Segments Clients
Automotive Honda Automotive do Brasil
Peugeot do Brasil
CAMPNEUS Líder de Pneumáticos
Construction CIMPOR - Cia. de Cimentos do Brasil
Cia. Nacional de Cimentos – CNC
CIMAR – Cimentos do Maranhão
Sherwin-Williams do Brasil
Escriba
Cia. Brasileira de Vidros Planos - CBVP
Oil & Gas Minasgás
Supergasbras
Iqara Gas Natural - Grupo BG
Axial Petróleo
Education People Computação
Unisal – Centro Universitário Salesiano
Unicastelo
IT Get Net Informática
Quanta Music & Technology
RM Sistemas
BBKO Consulting
Telecomunications COMSAT Brasil
Segments Clients
Consumer Gimba Suprimentos de Escritório
Tecidos Estrela
R.R. Donnelley
Formplast
Industrial Products CHR Hansen
Sensor do Brasil
Metalúrgica Aliança
Testo do Brasil
Companhia Industrial de Vidros - CIV
Alltape
Multivac do Brasil
Cia. Industrial de Vidros
Fast Elevadores
Chemical Fresenius
Vetquímica
Interchange Saúde Animal
Basic Sanitation CAB Ambiental
Financial ABN Amro Bank - Banco Real
American Express do Brasil
Credi ACSC
Services Ambientec
IDC Brasil
MC Global
RED Eventos
Comax
Segments and Clients of Direct Link Consultancy
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Contact
Eduardo Faddul
efaddul@dlconsultoria.com
55 19 99235-9106
Address
55 19 4062-8590
Rua Antônio Lapa, 280 6º Andar
Cambuí - Campinas / SP
Cep:13025-240
Web
www.dlconsultoria.com
https://www.linkedin.com/company/direct-link-consultoria
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