The measures in connection with “Project Brenntag” envisage extensive changes to the way in which we will position ourselves and approach the markets going forward. Our new operating model comprises two global champions: Brenntag Essentials and Brenntag Specialties.
The initiatives within our go-to-market approach feed directly into this new set-up. Brenntag has had a highly effective sales organization for many years now. Here, we are building on our strengths. The aim of the new go-to-market approach is to make more efficient use of our sales resources so that our customers receive the right expertise at the right time. Simplified, targeted and globally harmonized customer segmentation helps our sales teams to improve customer focus – among both existing customers and new prospects. This new approach enables improved customer support and higher-quality interactions with our customers.
Applying our new go-to-market approach, we will strengthen our position as the sector leader in terms of sales and customer service. And our customers will benefit directly from this: stronger customer relationships and more intense interaction regarding customers’ different needs and requirements will enable us to offer the right customer service and individual application support.
LEAD OF THE
GO-TO-MARKET WORKSTREAM ON PROJECT BRENNTAG
TREVOR CHATT Our overall objective is to get the right people, discussing the right products, with the right customers. The plan is for our sales teams to gain more time to prepare for and communicate with customers. This more intense customer interaction, combined with first-class supporting services in areas such as customer service, operating procedures, compliance and logistics, will set Brenntag apart within our industry.
TC Depending on which products and services we are selling, the sales processes can differ enormously. In Brenntag Essentials, it tends to be about speed of response, being agile and lean, understanding market dynamics and having highly efficient operations and logistics. Within Brenntag Specialties, the sales cycle tends to be a little more complex and requires us to leverage our technical knowledge, application expertise and value-added services know-how.
Both divisions purposefully have their own areas of specialization, but through seamless interaction and collaboration will combine together as necessary to ensure that we offer a differentiated service to both our customers and suppliers.
TC Our customers will see Brenntag as the full-line distributor that offers precisely the right level of expertise and knowledge required. They will notice that we use their time more effectively and add value by supporting them as a solutions provider.