Mais conteúdo relacionado Semelhante a From can-kickers to total solution provider - Ole Würtz, Senior Training Consultant for Mercuri International / BASF Automotive Refinish (20) Mais de Tim McAloone (10) From can-kickers to total solution provider - Ole Würtz, Senior Training Consultant for Mercuri International / BASF Automotive Refinish3. Copyright © Mercuri International
GLASURIT RATIO CONCEPT PLUS
3
BASF is the world’s
leading chemical company
With about 113,000
employees, and
approximately 380
production sites
worldwide , BASF serve
customers and partners in
almost all countries of the
world.
In 2012, BASF posted
sales of €78.7 billion and
income of app €8.9 billion
The Coatings Division
of the BASF Group
develops, produces
and markets a high-
quality range of
innovative automotive
OEM
coatings, automotive
refinishes, industrial
coatings and
decorative paints
OEM
Automotive refinishing
5. Copyright © Mercuri International
www.mercuri.net
Taking Sales to a Higher Level
Mercuri International Group
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.
6. Copyright © Mercuri International
We operate in over 40 countries in more than 50
languages, making us the largest sales consultancy in the
world
North America Europe Asia
South America Africa Australia
7. Copyright © Mercuri International
15,000 companies
18,000 workshops
240,000 participants
...per year
We are proud to work with...
8. Copyright © Mercuri International
The case
• Why did BASF decide on
Mercuri International
• The problem
• The challenges
• The solution
• Challenges in the process
• Results
Content
9. Copyright © Mercuri International
Why did BASF decide on Mercuri International
Reasons….
• Industry specialists (Auto)
• Local presence
• Local language
• Local adaptability
• World wide coverage
10. Copyright © Mercuri International
The problem – The auto market!
Less cars are being repainted
• Shorter design life span
• Safer cars - less accidents
• More plastic parts
• Spare parts delivered in color
Less profits
• Structural changes in the market
• Price pressure
• Insurance companies hunt for savings
Body shops are the little fish in the food chain
• Customer – Insurance – Auto house – Bodywork - Paintwork
The auto market
11. Copyright © Mercuri International
… And that represents a huge
challenge for any sales
organization
13. Copyright © Mercuri International
GLASURIT
RATIO SYSTEM
PRODUCT
SYSTEMS
• COATINGS
• COLORS
• PRIMERS
GLASURIT
RATIO COLOR
COLOR SYSTEM
• ONLINE SERVICES
• COLOR SCANNERS
• SAMPLES
• COLOR MATCHING
• COLOR MIXING
GLASURIT
RATIO CONCEPT
PLUS
VALUE ADDED
SERVICES
• CONSULTING
• BODYSHOP AUDIT
• PROFIT MANAGER
• MARKETING
GLASURIT
COMPETENCE
CENTRE
TRAINING
• COLORS
• APPLICATION
• TECH TRAINING
Offer to the market
14. Copyright © Mercuri International
GLASURIT
RATIO SYSTEM
PRODUCT
SYSTEMS
• COATINGS
• COLORS
• PRIMERS
GLASURIT
RATIO COLOR
COLOR SYSTEM
• ONLINE SERVICES
• COLOR SCANNERS
• SAMPLES
• COLOR MATCHING
• COLOR MIXING
GLASURIT
RATIO CONCEPT
PLUS
VALUE ADDED
SERVICES
• CONSULTING
• BODYSHOP AUDIT
• PROFIT MANAGER
• MARKETING
GLASURIT
COMPETENCE
CENTRE
TRAINING
• COLORS
• APPLICATION
• TECH TRAINING
The challenge
From can-kickers to paintshop business
consultants
15. Copyright © Mercuri International
The solution offered by Mercuri International
Internationally
The solution
Refocusing Sales Strategy
Redesign of sales processes
Training in every step of the
processes
Sales reps.
Technical reps.
Customer Service
Management
Deep implementation
Sales:
9+4 modules
CS: 5 modules
Management:
9.4 modules
2005…………………………2011
16. Copyright © Mercuri International
Challenges in the process
Challenges
Cooperation
Sales vs CS
Sales reps. vs Tech reps.
Habits
Communication
The right management support
17. Copyright © Mercuri International
Complete change in customer platform
Selling Know-How instead of paint
Selling value
Working together
Plan – Do – Review
Customer Attractiveness evaluation
Customer Stability evaluation
Key components in new model:
18. Copyright © Mercuri International
Results
Higher turnover (substantial increase)
Stronger profits
The best customer base
20. Copyright © Mercuri International
Target:
• Select 40 of the best customers
• That spend 100% of their business with BASF
• All with growth potential
Double their business!
Target:
Doble their business
21. Copyright © Mercuri International
The solution offered by Mercuri International
Internationally
The solution #2
Paintshop of the Future
Reactive to ACTIVE
Order taking to SELLING
22. Copyright © Mercuri International
The solution offered by Mercuri International
Internationally
The solution #2
2011…………………………2015
Paintshop of the Future
23. Copyright © Mercuri International
Results #2
In progress in DK, NO, SE and FI
Growth in progress
Already copied by competition
25. Copyright © Mercuri International
On behalf of BASF Coatings
Thank you for your attention
Ole R. Würtz
26. Copyright © Mercuri International
Ole R. Würtz
ole.wurtz@mercuri.dk
www.mercuri.net
Mercuri International
Corporate Presentation
27. Copyright © Mercuri International
Over the years companies’ needs have not changed
Increase sales
Gain market share
Increase my margin
Increase competence
Increase effectiveness
28. Copyright © Mercuri International
But information technology has totally changed the
world of sales
29. Copyright © Mercuri International
Customer
Excellence
Human Resources__
Style__
Processes__
Systems and tools__
This evolution has an impact on the whole sales
function
30. Copyright © Mercuri International
Sales Managers
Key Account Managers
Strategic Account Managers
Customer Service
Human Resources
Learning & Development
It has an impact on all sales roles
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We help you tackle these challenges and achieve
powerful sales performance
32. Copyright © Mercuri International
Analysis
Analysis/studies
Interviews
Field visits
Monitoring of current
situation
Mystery shopping
Competence evaluationing
Evaluate situation
Consulting
Project planning
Execution
Training content
Implementation plan
Key figures
Design solution
Training
Classroom training
E-learning
Business simulations
Seminars
Workshops
New competence
Implementation
Coaching
Field visits
On the job training
Expert for hire
Mystery shopping
Follow-up meetings
Change behavior
Consolidation
Follow up monitoring
Project report
Balance sheet meeting
Joint evaluations
Recommendations for
next step
Long term results
21 3 4 5
We customize and deliver single targeted projects or
fully integrated processes
34. Copyright © Mercuri International
Working with hundreds of consultants with strong
backgrounds in sales
35. Copyright © Mercuri International
Defining desired results together with clients
Number of opportunities
generated
Average size of
Opportunity
Skill take up
Customer attitude
Knowledge transfer
36. Copyright © Mercuri International
Measuring the return on investment
Expanded
Relationships
Activity
changes
Results
improvement
Pipeline
improvements
37. Copyright © Mercuri International
We operate in over 40 countries in more than 50
languages, making us the largest sales consultancy in the
world
North America Europe Asia
South America Africa Australia
38. Copyright © Mercuri International
We have been in business for more than 50 years
Start ‘58 TodayCurt Abrahamsson
Heinz Goldmann
in over 40 countries
40. Copyright © Mercuri International
Being evaluated and awarded by independent
associations
Being evaluated and awarded by independent associations
41. Copyright © Mercuri International
15,000 companies
18,000 workshops
240,000 participants
...per year
We are proud to work with...
42. Copyright © Mercuri International
www.mercuri.net
Taking Sales to a Higher Level
Mercuri International Group
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.