Complete redesign of the pharmacy vs. wholesale condition system to reduce the volume of conditions, taking into account the sales strategy objectives in the condition system, as well as ensuring operationality for sales and transparency for sales intermediaries.
This included the structural adjustment and alignment of the system with the marketing objectives in the different categories and led to the development of a transparent planning and control basis.
Complete restructuring of the condition system LEH – wholesale – outlet, taking into account and implementing the Europricing requirements. The aim was to force performance in the awarding of conditions.
Increase sales effectiveness and efficiency by developing a customized sales management and compensation model.
The focus was on realigning the conditions policy for the OTC business with the aim of optimizing the sales management and remuneration system.
Realignment of the price and conditions system with a view to reducing non-performance-related price and condition spreads between comparable trading partners.
Prices and conditions have the greatest influence on the earnings situation of companies compared to many other variables. Pricing policy decisions are particularly significant because they affect both the volume and a value component of sales. Thus, wrong decisions in setting the price can lead to serious profit losses.
Concept for professional key account management for optimal support of “key customers
Development of a cross-business unit international marketing strategy (time horizon: 5 years) in the energy sector.
Development of strategies to increase market position and profitability in the relevant on-trade channels (out-of-home channels)
Development of solution concepts for the acquisition of new customers in different sales channels.Improvement of sales process performance.