References

Creating better results through better culture

Our client and their needs

The client is one of the major international manufacturers of products and systems for building coatings. Its business focuses first and foremost on external wall insulation systems, a sector in which the company occupies a leading position. Included in the facade systems product group are render and paint systems for external applications.

We were contacted by the manager of North Europe division (including Norway, Sweden, Denmark, Finland, Estonia, Latvia and Lithuania). The company is financially solid and has yielded a profit every year. However, the results still failed to reflect the potential in the market. The new manager of the region was implementing a new strategy and sought a partner who could help to improve the culture for change within the company.

Our design and delivery

All change and culture starts with management. We held a workshop with the top management team to see how the new strategy should be implemented in the organisation. Based on the results of this session, we decided to run a management training with Insights Discovery. We started with a pilot group in the region’s main country and subsequently rolled out the management training in all of the remaining countries in the region.

The focus of the management training sessions was to create a culture of praise and have the courage to challenge each other. We wanted to make heroes!

The next step was to train the sales team. Within the company, there were two different sales approaches: one team selling projects and the other meeting the customers in company’s shops all over the region. In light of this, we carried out project sales training for the whole region and sales training for all the sales staff working in the shops.

Up until now all sales staff concentrated on the product and its technical features. Like with the management training, the objective of the sales training was to change the focus to make heroes. To see the customer as a human being, listen to them and focus on their needs and how we can meet them.

Our results and their impact

The results were immediately noticeable in many ways. Even during the pilot roll-out in the region’s major country, we already saw a change in culture within the management group, and the rest of the countries followed suit.

This was an important success criteria when the sales and project sales training courses were rolled out.

The financial results also started to improve before we had even rolled out the sales training. This once again proves the effect that culture can have within management groups.

After the roll-out of the sales training, other regional branches of the company have their gaze firmly fixed northwards!

Contact our Consultant

Ce que disent les clients de gustavkäser :

  • „Grâce à la formation gustavkäser, j'ai appris à me comporter de manière plus décisive et à articuler des messages clairs. Les 4 principes de leadership m'accompagnent depuis lors. Cela me fait personnellement me sentir beaucoup mieux et me facilite dans différents aspects le contact avec mes collègues. J'apprécie cela tous les jours de nouveau!“

    Daniela Hug

    Daniela Hug
    Operations Manager
    Volkshaus Basel

  • „Methrom est fier d'être le premier client de gustavkäser au Brésil. La première formation, il y a plus de 10 ans, a contribué de façon significative à l'amélioration de nos résultats. Nous entretenons des relations très étroites avec gustavkäser et notre programme annuel de formation se compose d'un portefeuille diversifié de modules qui se concentrent principalement sur le service client et l'équipe de vente.“

    Sandro Barriouevo

    Sandro Barriouevo
    Sales Manager
    Metrohm

  • „J'apprécie chaque jour de mettre en œuvre et d'appliquer les leçons pratiques tirées de la formation gustavkäser avec mon équipe ou mes partenaires.“

    Heinz Reber

    Heinz Reber
    Directeur Marketing et Commercial
    Chocolats Camille Bloch

  • „L'expérience d'une formation gustavkäser a été excellente. Je peux clairement voir ma croissance professionnelle personnelle et celle de mon équipe. Lors de mes visites chez les clients, j'apporte toujours les connaissances de gustavkäser et j'obtiens ainsi des résultats significatifs“

    Marcelo Teodoro van Lieshout

    Marcelo Teodoro van Lieshout
    Regional Sales Manager
    DSM

 

 

TOUTES LES RÉFÉRENCES

Références

ABBABBOTT LABORATORIESASCOM SOLUTIONSAIR PRODUCTSALLIANZANDREAS STIHLASMLAVISBACARDIBASFBAYERBAYER SCHERINGBELIMO AUTOMATIONBERENBERG BANKBERLIN HYP / LBBBERTELSMANNBLACK & DECKERBOEHRINGER INGELHEIMBOSCHBOSCH PACKAGINGBRIDGESTONEBURCKHARDT COMPRESSIONCAMPARIC. & E. FEINCANONCHEMTURACISCOCITIBANKCOCA-COLA/CCEDÄTWYLER CABLING SYSTEMSDAIMLERDEUTSCHE TELEKOMDKSHDKV EURO SERVICEDSMEDEKABANKENERGY AUSTRALIAENERSYSERCO LEUCHTENFABER CASTELLFAGFERAGFESTOOLFRAPORTGATE AVIATIONGATE GOURMETGEBERITGLAXO SMITH KLINEGOODYEARGUARDIANHAKLE-KIMBERLYHELBLING TECHNIKHITACHI TOOLSHOCHTIEF FORMARTHOERBIGERHOFFMANN-LA ROCHEHONEYWELLHP PELZER GROUPHSBC TRINKAUSJOTUNJT INTERNATIONALJULIUS BÄRKPMGKUEHNE & NAGELLAUFEN BATHROOMSLBB BERLIN HYPL’OCCITANELVMMETROHMMICROSOFTMINOLTAMITSUBISHI GAS CHEMICALMITSUI CHEMICALSMONDINECEL ECTRONICSNESTLÉNIKENOVARTISNUTRECOOCEDR. OETKERORACLEOTTOPARMALATPEEK & CLOPPENBURGPEPSICOPFIFFNER MESSWANDLERPFIZERPHILIP MORRISPORSCHEPROCTER & GAMBLEROCHE DIAGNOSTICSROCHE PHARMARUSTLER GRUPPESANDOZSANOFI AVENTISSAPSCHAEFFLERSCHIEDELSCHINDLERSCHWARTAUER WERKESEGMÜLLERSEIKOSENSIRIONSIEMENSSULZERSWISSCANTOTAZTCHIBOTDKTOSHIBA ELECTRONICSTOYOTATROUW NUTRITIONT-SYSTEMSTTCTTSVOSSLOHVANDERLANDE INDUSTRIESVOITH GRUPPEWESTFALIA SEPARATORWOLFORDWÜRTHZUMTOBEL LIGHTINGZÜHLKE ENGINEERING

We use cookies on our website. Some of them are essential for the operation of the site, while others help us to improve this site and the user experience (tracking cookies). You can decide for yourself whether you want to allow cookies or not. Please note that if you reject them, you may not be able to use all the functionalities of the site.