An Australian Fast Moving Consumer Goods company with several high profile 'State based' brands recognized there were significant differences in profitability, performance, cost base and marketing approach across states/brands. A new national sales strategy was  developed to:

 

• Standardise integrated sales processes & tools across the company.

• Reallocate selling tasks between the field sales force and the customer support centre.

• Create an online 'knowledge base' on each marketing outlet (location, layout, optimal product display options, outlet staffing, key client contact information, customer demographics etc.). 

• Defining roles and responsibilities based on customer needs and business objectives

• Improve the quality of the selling process.

 

Once developed, a three month pilot was undertake prior to a national roll-out.

 

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