Unfortunately, I have lost all documentation about that project and in fact, about most projects, so I must rely on my brains for details. I remember we did a brown paper session and figured out their main problems in their processes. But apart from those process inefficiencies, which were actually a missing management system for the company, we were tasked with the training programme regarding selling skills. On the picture is my colleague Emmanuel Quentin.
Management system was easy. The client did not have an idea about their margins of their products, just a rough one which were money makers and which were not. The most selling product was “krautsalat”, which is very German and means something like cabbage salad. They sold tons of that stuff, but hardly got any money back. On the other, products like crab salad, which was hardly sold, delivered a very high margin. So, we needed to create a management information system which first highlighted high margin products per area and which second reported on single sales efforts of sales staff so that high margin selling was manageable.
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