BDM Grange Case History

BDM Grange Ltd distributes fragrance, cosmetic, hair and skin care products throughout New Zealand. Sales Representatives each manage a territory and sell into the pharmacy and retail market. The business is highly competitive. The emphasis needs to be on understanding the client's business, building relationships and offering a differentiated solution which matches their needs.

Training/Business Objectives

To build relationships and understand the client's business
To manage client base and territories for maximum effect
To provide a solution that matches the client needs
To develop effective closing techniques to get more business
To motivate the team to perform at a higher level

Training Delivered

The solution included benchmarking the sales team using the David Forman Sales Knowledge Questionnaire and the appropriate design and delivery of a 3 day Business Development workshop. The programme consisted of specific follow up activities over 3 months and a review day.

Training Results

"Overall, we achieved excellent results... with the team reaching the annual sales budget and 4 of 6 reps went over their territory budgets for the year. The following areas improved hugely as a result of the training:

Understanding and successful implementation of the 80/20 rule.
Team motivation
Maintaining and Building relationships

Customer Testimonials

"Relevant and informative."
"A really good course... the trainer was entertaining and informative."
"I could see the relevance and easy application of principles."
"I reorganized my territory within a week and started exceeding budget from then on."



Inhouse Training

Training Needs Analysis

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