We look at product margin data to pin point margin growth opportunities at a product or portfolio level. We create price increase strategies from initial data analysis to supporting the price increase implementation including developing the message to customers.

A deep dive on product line profitability often reveals potential margin gains at a product level without the need for a price increase initiative across the portfolio.

As a recognized senior Subject Matter Expert we support investors, new entrants and existing market players with industry advice drawing from extensive global experience leading P&L’s in the inks and coatings markets for:

- Packaging inks and coatings used with aluminum beverage cans, pressure sensitive labels, food & general line cans, shrink sleeves and flexible packaging.

- Industrial coatings for steel & aluminum coil and extrusions

With our understanding and experience of these markets in North America, South America, Europe and the Middle East, we can support you with setting up or boosting your business in these markets.

We work with you to develop clear and executable Key Account Plans for complex strategic clients both domestic and global.

We train account teams in Key Account Plan Creation and Key Account Processes, developing new plans as part of the training or reviewing and adapting existing plans.

Global Key Account Management goes beyond a transactional sales & sourcing relationship and seeks to develop wider relations between two organizations.

We provide Zoom and Face-to-Face training programs for individuals or groups on a range of commercial topics, specializing in:

• Key Account Planning & Processes

• Price increase process & skills

• Sales and price negotiations

• 1:1 senior leadership mentoring

Please contact us for a no-obligation discussion

We create and implement new sales and customer facing technical organizations. We also revise and update existing organizations to meet new strategic needs, build incentive and retention strategies and supported new hiring of top sales talent.

We have also conducted Sales Force Excellence programs to determine the optimum scope and scale of the sales team needed to meet the strategic direction in specific markets.

We find many established businesses are unable to increase prices to address margin gaps, raw material or other cost inflation, or to reposition their product line’s profitability. Increasing prices with established long term customer relationships can be especially delicate to manage. We can build a solid case for internal & external stakeholders and create & run the full process from start to finish.

We develop tools and mindsets to manage long term customer relationships, ensuring the relationships cross functional boundaries and include senior leadership at the client.

We start with relationship mapping, assessment of relationship strengths and gaps, then deploy relationship management tools to track and coordinate the map of relationships.

This thinking and mindset is supported by your existing CRM software packages.

We maintain independent market assessments of the key industry players; their strengths, weaknesses and opportunities to grow.

For more specific projects we work with Competitor Benchmarking interviews across the industry to evaluate the key industry players, and Voice Of The Customer interviews to determine more specific assessment of one supplier to the industry.