Case studies
Training
A key national player in supermarket distribution
Their challenge:
Strike successful negotiation deals across France for supermarkets/hypermarkets and the food industry with brand new teams in extremely competitive markets.
Our contribution:
A 2-day training program on negotiation basics followed by individual coaching sessions with each KAM over 3 months. These sessions promoted the steady growth of skills and the use of newly acquired know-how for successful negotiations nationwide.
Outcome:
The KAMs rapidly became more independent and more agile, which resulted in very positive economic outcomes for their customers.
A major key player nationwide in out-of-home catering services
Their challenge:
Organize a training academy focused on sales and management for their 6OO workers: Sales managers, inside and outside sales reps (telesales).
Our contribution:
1. Knowing solutions and products for sale: Setting up e-learning modules on their LMS platform.
2. Knowing our clients and their business challenges: Instructional design and training course for trainers whose job is to roll out training programs for salespeople across France.
3. Conveying the company’s sales and management message:
Design 3 training programs for three target audiences for periods of 2 to 8 days depending on the audiences.
Outcome:
Employees acquired a better knowledge of product/service solutions and their customers’ environments. Business practices (sales, negotiation, and canvassing) have become more professional for both inside and outside sales reps. Managers reached a milestone in their daily team support: Guidance, motivation, and skill development.
Inside sales reps have finally taken on a growing role in the distributor’s customer experience The overall economic impact has been very positive: revenue, new client acquisition, gross margin, total order average, etc.
A major key player nationwide in baby food
Their challenge:
Develop the sales and managerial skills of medical and pharmaceutical sales rep teams in French- and English-speaking African countries. Develop sales skills in a pluricultural environment in compliance with the WHO charter.
Our contribution:
Built a team exclusively in charge of projects in multicultural environments.
Created a coaching program based on 3 key ingredients:
Fundamentals training: sales, negotiation, management
Coaching technique training for country representatives
Biannual assessment center: adaptation of training programs
E-learning course design
Outcome:
The marcopolo performance team has established a close-knit collaboration with this client and has helped solve its business challenges for many years. This client now hires MPP for other product categories and organizational issues to continue improving business performance.
Consulting
A middle-market company located in Southern France, manufacturing high tech machines exported all over the world.
Their challenge:
Grow the sales teams, improving skill sets across the head office and the overseas branches with focus on methods, tools, and strengthen team spirit.
Our contribution :
Prepared the 2018 end-of-year sales meeting with the sales manager and his N-1, 2-day workshop with team coaching and hands-on activities.
Taught an internal sales method in 6 steps, with methodological input and specific tools.
Outcome :
A well-equipped and galvanized team ready for 2019; the next sales meeting is already in the works to keep improving skills!
A food and beverage middle-market company which manufactures and sells grocery products in all distribution channels across France.
Their challenge:
Understand the reasons for the decrease in sales operations, recommend and implement a short-and medium-term action plan.
Our Contribution :
Performed a business diagnosis after conducting field audit and in-depth data analysis. Presented it to the Board of Directors, recommending an action plan for each distribution network, assisting sales managers with their implementation, reporting directly to the managing director.
Outcome :
Full diagnosis performed over 5 weeks, action plan approved immediately and rolled out in 3 months.
Creation of a French subsidiary by an Italian multinational, leader in the B2B seasonal market.
Their challenge:
Build the business strategy necessary to tap into the French market, build the sales policy, and make recommendations regarding necessary structural changes.
Our Contribution:
Workshop with managing director; definition of priorities in terms of networks/clients, assessment of potential and setting objectives in terms of revenues and margin for the year 1, 2 et 3, establishing a sales policy, activation plan for the launch, job definitions, and hiring of field sales reps.
Outcome:
A precise road map created in 2 months’ time, objectives, and a strategy approved by the head office in Italy, an effective sales team before the 2018 summer season.
Outsourced sales force
A major key player worldwide in the German specialty beer sector.
Their challenge:
Develop brand visibility and awareness in out-of-home catering networks and wine retail markets.
Our contribution:
Set up and managed a team of expert area managers nationwide in out-of-dining catering services and wine retail that year.
Action plan:
-Training with the client’s teams on the market and assignment objectives
- Monitoring customer and prospect portfolios in the out-of-home catering market
-Taking orders in establishments, displaying new products (casks and bottles) and shipping to wholesalers
- Sales promotion in breweries and wine retailers such as Vinobeer - Facilitating and coaching sales teams specialized in beverage wholesale
Outcome:
Over 1OOO qualified outlets monitored and expanded that year.
Equipped 1/3 of the client portfolio with brand elements, leading to orders, including of innovative products. Improved collaboration between the France.
Boissons, Distriboissons and C1O teams, boosted business growth, and accelerated introduction of new products in warehouses.
A major key player nationwide in ultra-fresh food.
Their challenge:
Accelerate the launch of a new specific product line on impulse buying markets
Our contribution:
Set up and managed a sales developer team specialized in out-of-home catering markets in “commando mode” covering all the bakeries in Paris and coordinated with the client’s area managers.
Action plan:
- Training the client’s teams on the market and objectives
- Building a complete database of bakeries
- Order-taking in establishments and transmitting to wholesalers
-Speeding up the process of product inventory with out-of-home catering distributors (arrival of orders, assistance, lobbying, etc.)
Outcome:
Over 1OOO structured visits in over 7OO qualified bakeries
15O orders made and sent to the wholesalers
5 listed distributors through quantitative and qualitative team actions in outlets
A major key player nationwide in sweet and savory foods.
Their challenge:
Develop proximity and sales with the key players of the foodservice market.
Our contribution:
Set up and managed a dedicated and permanent regional key account to develop significant business flow with the main distributors and local users in the non-domestic catering market.
Action plan:
- Optimization of Numeric Distribution, shelf-space, negotiations, and major promotional display areas at Metro and Promocash
- Listing and establishing new wholesalers, especially bakeries ((Back europ, DGF, etc.) or other businesses (Gedal)
- Agreement with the in-house sales manager on the marketing activation for wholesalers: trade fairs, business meetings, in-field support, etc.
- Sourcing of new catering chains, especially “fast casual” ones.
Outcome :
A 2O/8O cash zone activated across France with implementation of “special event” operations (Chinese New Year, Anniversaries, etc.) with a strong impact on growth. Indexed several distributors and boosted others through efficient action plans.
Increased brand influence thanks to our lobbying actions within these networks.
Recruiting
A Marseilles-based food and beverage industry, proud of its history with a passion for its premium products, affirms its ambitions.
Their challenge:
Change their positioning and becoming better represented nationwide in the various large retail chains (national agreements signed)
Our contribution:
Recruitment of a Sales director in supermarket retailing through vigorous internal and external networking.
Through appropriate communication and networking, we hired the talent our client was seeking: “a large retail expert with a dual competence in NEGO/MANAGEMENT. We mobilized the driving forces of MARCOPOLO PERFORMANCE across all departments (consulting, training, career change).
Outcome:
In six weeks, the job was done, and a hiring agreement was signed!
A large global food and beverage company in 5 different markets active in supermarket and hypermarket networks
Their challenge:
Hire interns to strengthen their field sales teams during the summer activity peak (marketing of highly seasonal products)
Our contribution :
We hired 35 interns for a 6-month period to create a pool of potential candidates to future job openings. A referent consultant was hired for three months to conduct the whole recruiting process: posting ads, screening of applications, selection via phone interviews, organization of recruitment sessions in our client’s company whose decision-makers (HR and operations managers) validated the choice of best candidates on the spot.
Outcome :
Job done in only 8 weeks, 50% of interns were hired on a permanent contract at the end of their internship
One of the major key players of local food franchises in France
Their challenge:
Help develop the company by creating additional retail space and maintain its leading position in its market sector (1st area in France where expansion projects were conducted)
Our contribution:
Recruitment of a high potential candidate to set up a customized Assessment Center
This process was initiated by our expert consultants and built collaboratively with the business development manager. It takes into account the “human factor” and ensures the fit between corporate culture and the behavioral competencies of their future co-workers.
This method allowed us to hire a business development manager, who three years later, was promoted Urban Program manager in the same food and beverage company
In 8 weeks, the job was done, and a hiring agreement was signed!
An American firm in the Insurance industry, provider of risk management solutions worldwide and present in 16 countries
Their challenge:
Capture market shares in France by hiring new salespeople
Our contribution:
Sourcing sales reps and managers
Our team sourced specific profiles from competitors in the domestic market. Our consultants, experts in direct sourcing techniques, defined hunting scenarios and identified potential targets.
Tacit renewal of the agreement by our clients who were satisfied and appreciated our responsiveness and time-effectiveness
Coaching
Un acteur majeur international de l’épicerie sucrée
Their challenge:
Support the new sales director, manager of 6O people, with her/his new job position in a context of significant corporate changes.
Our contribution :
A half-day per month for one year.
The consultant successfully coached the sales director by delivering training modules and advisory services. The sales director was quickly able to work effectively, independently, pro-actively and efficiently.
Outcome:
A sales director was confirmed in his post because he delivered results and a positive attitude on a daily basis. He successfully promoted changes related to the development of product portfolio and helped introduce new major solutions for the company in a context of strong growth.
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