Challenge
Competitive market, replacement core product R&D delay, major projects jeopardised, losing initiative to competitor offers with inferior shipment from stock.
Prior Intervention & Result
Routine sales initiatives and promise of shipment dates not fulfilled. Loss of client confidence.
AD Initiative
Established Management focus accounts initiative. Client project road show. Bundling offer to coincide with eventual new product launch, including free first line maintenance programme for client technical support. Free loan equipment offer.
New Outcome
Damage limitation and restoration of major client relationship through accelerated contact and senior management/customer-facing presence. Fast track launch of new product with excellent supporting VIP customer experiences. Outstanding customer attention and free 1st line technical educational support became the industry standard.
