Background of Client:One of the world’s leading paper manufactures
Business unit involved: Seven major local offices in the Asia-Pacific region
As an older (50+ years) conservative company, most of its management and sales staff used a price-reduction approach to close sales. Thus, the company’s profit margin had dramatically decreased in the highly competitive business environment of recent years.
Although the company had launched some highly specialized product lines to enhance its strategic positioning, the staff still used outdated methods to position and promote these products in Asia.
As more specialized product lines were to be launched, the company decided to optimize its existing business practices and develop value-driven business practices in its major Asia-Pacific offices.
Methods Involved:Design Thinking, CEN/TS 16555 and 5i Customer Management Method