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undefined. Overview. 20.04.2024. A diagram of a step Description automatically generated with medium confidence.
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undefined. The business world is a constantly changing environment, we cannot afford to stand still… It is critical for our success we embrace change in order to be Malaysia's leading materials solutions provider for our customers..
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undefined. [image]. A group of people working on a construction site Description automatically generated with low confidence.
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undefined. What is evolving around us globally?. From human intelligence to artificial intelligence.
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undefined. [image]. 20.04.2024. Event | Location | Topic | Author.
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undefined. The Result Products increasingly become commoditised Price based discussions Increased RFP’s.
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undefined. We can’t afford to stand still. 20.04.2024.
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undefined. [image] Data concept. 1. What is STEP?.
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undefined. STEP (Striving Towards Excellence Path) is Hanson Malaysia's excellence program that is lead by Hanson employees and is designed to benefit our customer. This is in-line with our strategic pillar of “Being Valued by our Customer”.
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undefined. When we all work together everyone has the opportunity to learn and create a customer centric culture that will deliver us in becoming… Malaysia leading material solutions provider for our customers..
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undefined. What is STEP. STEP is a transformational journey, not a project. The leadership team is critical to success Along the journey you will encounter roadblocks and objections, this is normal. This is a whole of business effort Success is in your hands!.
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undefined. Drivers of revenue. Strategy & Planning Revenue (Pricing) Management Sales Performance Brand & Product Marketing Route to Market & Channel.
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undefined. Chess pieces with solid fill. Strategy & Planning.
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undefined. Drivers of Revenue. 20.04.2024. 14. Revenue (Pricing) Management.
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undefined. Target Audience with solid fill. Customer Centricity.
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undefined. Business Enablers. Target Audience with solid fill.
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undefined. APAC Commercial Excellence Team. David Hogan.
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undefined. 2. Commercial Success Stories. [image] People celebrating.
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undefined. ASP 2018 2019 2020 2021 2022 755.46 781.18 858.19 883.06 977.99 Gross Margin 2018 2019 2020 2021 2022 136.80000000000001 153.80000000000001 193.3 198.2 230.1.
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undefined. Results are What Matters. Central Illinois Aggregates – Commercial Excellence.
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undefined. ITP Volume 2015 2016 2017 2018 2019 2020 2534193.5 2498699.6 2695230 2838680.5 2902258.5 2974122.92 Market 2015 2016 2017 2018 2019 2020 6796116.0320000006 6945386.3418095689 7848029.3634006865 8313923.3487059586 8275584.2160845036 7162206.9907034934 ITP Share 2015 2016 2017 2018 2019 2020 0.3728884980873734 0.3597639464572942 0.3434276141433944 0.34143693427746524 0.35070134315824408 0.37782571817771521.
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undefined. Sales Visitation. 2019 2020 54% 59% 50% 42% 48% 45%.
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undefined. Meeting realization report Dec 2020. Structured selling: Brickwalling (BW): 30 BW done Customer Management Plan (CMP): 20 CMP done Customer meeting using 5 MMP: 175 Nos out of 177 planned call Improvement seen : Improved in numbers (5 MMP, Planned vs Actual) Improved in BW and CMP quality (Identify risks, roadblocks and SMART Actions) Current Focus: Quality link between CMP actions and 5 MMP Focus on next week plan and book the calls ahead Develop and communicate persuasive messages.
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undefined. Meeting the right customers and holding the right conversations has led to increased sales.
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undefined. 3. Implementation. [image] People celebrating.
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undefined. MINDSET Awareness, Understanding & Behaviour Change.
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undefined. INTEGRATION. TIME. MORALE & COMPETENCE.
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undefined. Create Market plan Strategy to achieve Target Set Strategy & Annual Target Complete Brickwall Identify areas to improve relationship Create Customer Management Plan Plan to achieve customer target Complete Meeting Planners Outcome focussed sales meetings to execute Customer Plan Determine the ‘Shape’ of your Market Gain the insights Call Cycle Call Cycle Coaching In-field coaching.
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undefined. Source: International Coaching Federation.
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undefined. Commercial Excellence means a new sales rhythm.
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undefined. Diagram Description automatically generated.
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undefined. Daily sales rhythm. New Management cycle and sales rhythms will be required.
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undefined. Rational. Set Direction. Emotional. Engage & Excite.
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undefined. Next Steps. Agree tools and templates Market Management Plan format Customer Bands Segments & Sales Channels Call cycle planning Sales Leader and Sales person minimum expectations Leadership rhythm Management cycle Location of Tools.
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undefined. Thank You..