Customer Value Capture Process & Tools
This global manufacturing company was under margin pressure due to the aggressive price cutting of more heavily-capitalized competitors. The regional and district sales managers wanted a way to define, measure and demonstrate the added value they believed justified their relatively higher price structure. We created, implemented and trained the sales leaders on an EVA tool that helped them successfully show their value-to-price results compared to the competition. We also developed a Sales Play Book for them, as well as making and implementing key changes to their Sales Performance Scorecard.