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.
Experience
Oliver Wyman’s recent work in the area of Value-Based Customer Management includes:
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 >
Clinical laboratory testing company: Aligning sales resources and plans >
