GROWTH AND COMMERCIAL REDEPLOYMENT
Commercial redeployment: key accounts, network and growth
When sales momentum fades, the sales force is almost never the only cause: the offer, the organisation and the front line have to move together. We revive growth, structure key accounts and the network, and stay until the results hold.
WARNING SIGNS
Four signs it is time to act.
Key accounts weigh heavily in revenue, but nobody really manages them.
The network, company-owned or franchised, applies uneven standards from one outlet to the next.
Customer satisfaction is falling, and profitability with it.
Sales teams sell what they know, not what customers need.
WHAT WE DO
From audit to the front line.
Audit and recommendation
With GXP Value®, we measure customer experience, operational performance and the ecosystem (network, partners), then set priorities.
Offer, organisation and sales management
Segmentation, targets by customer type, key account organisation, network standards, data and pricing.
Roll-out on the ground
A pilot first, then roll-out across the whole network, with measured progress.
A CASE
Retail network of a car manufacturer.
Context
A network of company-owned dealerships, in the bottom quartile for customer satisfaction.
Challenge
Raise satisfaction without hurting profitability.
What we did
A new site designed for smooth sales, after-sales and parts flows, Lean-based ways of working (zero waiting, real-time information, visual management), then roll-out.
Result
From bottom to top quartile in customer satisfaction within 12 months, then rolled out across the whole network.
As interim executive
Christophe Chaptal led the key accounts business unit of a multi-site services group (€50m, 130 franchisees): repositioning of the €12m BU and a roadmap to take it to €40m.
TWO WAYS TO WORK WITH US
Consulting or interim management.
Consulting
From sales audit to roll-out across the network.
Interim management
Christophe Chaptal takes over as head of a business unit, sales director or marketing director, and leads the redeployment himself.
FREQUENTLY ASKED QUESTIONS
What we are often asked.
Should you start with the sales force?
Rarely: the audit usually shows that the offer, segmentation or organisation hold things back first.
Can you improve customer satisfaction without hurting profitability?
Yes: for the dealership network, that was the very goal, achieved in 12 months.
Do you work with franchise networks?
Yes, as with the services group’s key accounts BU and its approved franchisees.
Let’s talk about your situation.
A first 30-minute conversation, with no commitment, to see whether and how we can help.