Multinational mEDICAL PRODUCTS*
Transactional Sales & Managed Accounts
| Business Background |
| A market leader in the Germany, Austria, Switzerland and other major European and international markets in medical and pharmaceutical products. |
| Challenge |
| This company has a very large existing customer base in Germany with relatively small order sizes which makes it increasingly uneconomic to address with a traditional 'Field Sales Only' organisation. At the same time Field Sales time is predominantly focused on existing customers with limited time for new customer acquisition activities. The quality of customer data quality and structured competitor intelligence has also been traditionally quite poor. |
| Solution and Results |
| Max ASP was selected to develop a new TeleSales capability to manage 'transactional' sales activity, including order taking and cross / up sales activity with existing customers, plus new customer 'hunting' activities. This is fully aligned to the Client Side Field Sales teams. The Max ASP team manages more than 3,100 accounts and makes more than 35 Decision-Maker contacts per day per Trading Floor Executive. Revenues increased by more than 15% in the first year. |
* By definition Max ASP's specialist service activities are linked to our clients' objectives to gain a competitive advantage in the sales arena. For this reason in general specific client names will not be published here.
Core Competence
Inside Max ASP
Max ASP GmbH
Stadtregal
Magirus-Deutz-Strasse 14
89077 Ulm, Germany
Phone +49 731 15927 - 0
Fax +49 731 15927 - 200