Successful pan-European implementation of needs-oriented, standardized offering packages
As part of the strategy process for a leading medium-sized company in the chemical sector S&P Consulting conducted a pan-European customer analysis.
What made the difference compared to other procedures?
No extensive interviews but a web-based solution for the identification of customer characteristics.
Data analysis provided surprising results!
The customer analysis determined the expectations and potentials of approx. 12,000 existing and potential customers from 16 countries and 14 industries. Surprisingly, six customer segments have been identified across countries and industries, each with its unique characteristics.
Based on the generated insights, six tailored and equally standardized offering packages have been developed that fulfill the different customer expectations in an optimal way.
Within the implementation of standardized offering packages an optimized fulfillment of expectations of strategically relevant customer segments and an increase in efficiency for cross-country cooperation was achieved.