Profitable Behavior Change
The Problem
The profit engine in the printing equipment business is consumables but for several years the channel sales teams across Asia had been discounting consumables and sacrificing long term profitability, to meet hardware sales targets.
The Approach
Dr. Hurley was brought in to address both the business and behavior issues that had put the Asia consumables margins more than 30% below other regions. His first action was to create a region wide consumables team made up of a product manager in each country and a regional category manager with a strong finance background. With a clear mission and specific goals, the team took a two-pronged approach – rebalancing sales incentives across hardware and software and a digital transformation campaign designed to change customer behavior.
Expertise Provided
- Digital transformation
- Team development
- Motivation
- Learning and Development
- Channel negotiations
Value Delivered
The focus on customer behavior changes and internal skill building and incentive alignment moved the Asia-Pacific region from last to first place in margin delivery and customer value creation.
0
Months
0
Countries
+
25
%
Margin
$
0
M
Incremental