Homecare products manufacturer: Creating tailored value propositions by account tier
A leading global manufacturer of homecare and extended care products needed to turn around a decline to achieve real growth in sales. The sales effort was hindered by a number of factors, including unclear prioritization of customers and lack of a segmented selling plan by account. Oliver Wyman analyzed the client's account base, and helped create five tiers of accounts, with tailored value propositions for each tier.
Projektbeispiele
Hospital equipment manufacturer: Refocusing on the highest-value accounts >
Homecare products manufacturer: Creating tailored value propositions by account tier >
Reinsurance service provider: Streamlining sales and channel processes >
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