SUCCESS CASES

SUCCESS CASES

All Gato & Partners’ solutions, methodologies and experiences are designed for both online and face-to-face formats

COMMERCIAL AND SALES
STRATEGY

COMMERCIAL AND SALES
STRATEGY

CULTURAL
CHANGE

       

CHALLENGE

  • Supporting Hettich Iberia for them to establish themselves as leaders of their market in Spain.

SOLUTION

We carried out the Praxis Road process: Commercial and Sales Strategy.

  • We created a new commercial strategy to permit diversification, executing upsell in sales and retaining customers, adapting the product and service to their business needs. Managing to transform the customer-supplier relationship into a customer-business partner relationship.

WHAT WE HAVE DONE

  • First phase:
    With Hettich Iberia, we created a commercial strategy that would permit diversifying and increasing sales, adapting the product and service to each customer’s needs.
  • Implementation phase:
    We re-designed the customer and employee aisles, refocusing sales processes and experiences. We also redesigned the commercial strategy and the added value of the sales force, to convert it into an ally in the customers’ business development.
  • Follow-up phase:
    To ensure that all the lessons were implemented, we carried out specific training and team coaching processes, designed ad hoc, which included Hettich Iberia’s main customers.

RESULTS

  • 55% increase in turnover, maintaining excellent ratios in the process.
  • Greater market penetration.
  • Number one position in Premium brand.

 

GORKA ALDASORO

Marketing and Sales Director at Hettich Iberia

“Gato & Partners have given us the tools to internally share the new reality, motivate the group, generate a responsible and committed team, and connect to the market. During the time we worked with Gato & Partners, we managed to increase our turnover by 55%, maintaining excellent ratios in the process”.
Zuatzu Kalea 6, Edificio Bidasoa 2º Pl. Ofic. 5.
20018 San Sebastián (Guipúzcoa).
T. +34 943 013 683 / +34 943 306 728 F. +34 943 013 684