CASES
One of the largest suppliers of metalworking equipment in Russia

One of the largest suppliers of metalworking equipment in Russia

Weber Comechanics company was established in 2000 and nowadays is one of the largest supplier of metalworking equipment for manufactures in Russia and CIS. Exclusive distributor of more than 20 European plants and manufacturers. It has 5 branches in Russia, more than 50 highly qualified service engineers. The company's service initially performed tasks for warranty and post-warranty technical support and repairs. In recent years, the company has decided to accelerate the development of the commercial direction of service. But the existing methods of sales of service contracts that had successfully worked in the pre-crisis years became ineffective. Companies needed new ideas and technologies for the development of commercial services.

Tasks

— To analyze the reasons of service sales decrease

— To develop new service products considering the changing situation on the market

— To prepare the recommendations for company’s management and to develop common sales strategy

Results

  • Organizational diagnostics and assessment of the current performance of the service were carried out
  • The work was done on customer segmentation and the development of actual offers for each segment
  • The technology of sales and work with customers in the new environment has been determined, taking into account the available resources
  • Original ideas are proposed for consideration, as well as proven solutions that work effectively in other companies
  • A presentation on new products and training for service managers was held
  • The project is currently underway. Service Advisor specialists will be involved to assess the effectiveness of the implementation and adjustment of the proposed methods, considering feedback from the company's customers at the end of the first phase of the project