Case study: Emerging successfully from crisis - sales after the pandemic

1. Description of the initial situation

The company is one of the leading suppliers of compressors and compressed air systems in Germany. With a nationwide network of production facilities and sales partners, the company covers a wide range of customer needs, covered by the teams from the respective locations. A major challenge here is the varying customer base size per region and the equally varying competitive situation. While some regions have a large number of regular customers, others are fighting for market share. The task was therefore to pick up the different starting points together. At the heart of the matter, it was necessary to offer new ideas for a successful start in a post-pandemic world.

2. Goal of the customer (compressor supplier)

The Covid pandemic initially caused a great deal of concern within the organization, then luckely proved unfounded. Even at the height of the pandemic, the sales force was performing very well. However, it was now important not to rest on its previous achievements, but to proactively use the additional opportunities, e.g. customer visits and other forms of acquisition, in order to strengthen and expand the very good situation even after the pandemic.

3. Seminar format (on-site)

In order to show appreciation to the sales team, a beautiful hotel was chosen. The chosen locations had the task to show gratitude and to motivated the participants for future successes. A two-day seminar including an evening event provided the ideal setting for this.

4. Result and look into the future

The entire course of action was evaluated by the Kitzmann Institute. The company also conducted a complete iternal evaluation. The results were consistent: a complete success. The high level of interaction, the trainer's practical experience and the real-world relevance of the content were highly praised by the employees. The fact that direct customer problems could be dealt with in confidence and yet promptly ensured that everyone involved was able to start their day-to-day work with ideas and concepts that could be implemented straight away. Theory and practice were perfectly intertwined.