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A Nordic Crane Manufacturer Immediately Increased Profits in China by Employing a Targeted Sales Strategy
A leading Nordic manufacturer of cranes and lifts needed to change its sales strategy in China.
ARC Consulting generated an updated market report and created a targeted sales strategy focusing on selling the most profitable products to the best customers.
Based on the new, targeted sales strategy, sales personnel were reallocated, leading to a reduction in operating costs in addition to the increased profits.
Opportunity
The client has a joint venture in China but was experiencing low profitability and a high operating cost structure.
Given that the overall market for cranes in China was booming, the company needed a more detailed and targeted sales strategy to reap the benefits of the opportunity in China.
ARC Consulting proposed an 8 weeks project focused on both internal improvements to the sales organization and its processes, as well as a review of the external market outlook focused on implementing the sales strategy to target profitable customers and products so as to immediately increase profits in China.
Approach
In the first phase, the team at ARC Consulting gathered the data needed to gain a comprehensive overview of the current market conditions and the company’s current product offerings.
Both quantitative and qualitative data was collected through desktop research and in-depth interviews with sales personnel.
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