|
|
|
|
Please provide the following information:
*
|
|
|
|
|
|
|
|
Case study – written exercise
There is a given a dry
mortar producer customer with a well-known brand on the market. You as
Commercial director / Manager of Euro-cem Ltd. prepare for a personal meeting
with the CEO of this company to evaluate your cooperation and renew your yearly
contract.
The customer is one of the
biggest in its branch. Euro-cem Ltd. has a long-term relationship with the
company, delivers cement and filler to their plants, mainly around your
location. The company is highly committed to green solutions, offers CO-reduced
product-line to their customers, cares about branded packaging waste
management.
Based on CRM info and
report of the sales rep. the customer complained unofficially several times
about the setting time and the Chloride content of your cement. Once they sent
back a whole delivery due to screen overflow, >0,9 mm particle-ratio was
0,5%.
According to the sales rep.
the customer (head of laboratory) suspects that the increasing alternative fuel
usage in the kiln may cause unpredictable effects on the mineral composition of
the cement and it results higher deviation in pot life and open time mainly in
case of ceramic tile mortars.
|
|
|
|
|
|
|
|
Please describe briefly how
would you approach, solve this situation. Find synergies or common
targets between Euro-cem Ltd. and the mentioned customer.
Set short- and long-term
value proposal to reinforce your partnership with this customer and to reach
your pricing goal.
*
|
|
|
|
|
|