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Energy & Chemicals

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Industry

Energy & Chemicals

Deliverables

  • Sales Negotiation Training
  • Delivered throughout North America

The Situation

This Fortune 1000 company with its unique mix of chemical business lines believed it could produce superior sales results through disciplined execution of the right strategies and activities. They asked RED BEAR Negotiation to help them achieve incremental profitability and sales growth by instilling a new sales execution discipline that would help them capture new opportunities and increase performance against competitors.

The Challenge

Faced with volatile costs of raw materials, fierce competition, commoditization of its products, and intense price pressure, this company was also experiencing flat demand for its products in North America, and slowed demand in Europe and Asia. The challenge was to change this dynamic and improve sales, account retention, profit margins, and overall business performance.

During a year of historically high and volatile energy costs, this client realized incremental profitability of $20.6 million and more than doubled its sales volume using the skills and concepts from the RED BEAR methodology.

“If we’re going to execute successfully, these skills need to be emphasized more and more. There’s too much at stake for our company. With margins as tight as they have been, that one- to two-cent premium, which oftentimes makes the difference between making and losing money, can only be achieved through skillful leveraging of our value proposition.” – Senior Sales Executive