What’s Been Achieved!

Commercial Excellence has either completed or launched the following projects so far:

Short-Term Price & Volume Gains: The Rollout is Progressing Well
• The project is currently underway in six BUs: an automated process continuously analyzes cost, revenue, and margin data, as well as competitor and customer data, to provide margin management recommendations.
• The goal is to include all relevant BUs in which we believe the process has potential by early 2025.

Customer Segmentation
• The segmentation concept was developed during a pilot project with the PLA BU. The next step is implementing the concept by providing differentiated levels of service and optimizing the channel approach.
• The findings from the first pilot project are now being applied in the F&F BU. IPG is on the verge of launching a segmentation approach for its distributors that has been developed over the past few months.

Contract Management: Successfully Completed
• Events focused on implementation in the BUs have begun.
• Application training is planned.

Value-Based Pricing
• The first pilot projects to identify value potential are currently being developed.
Learning Academy for Sales & Marketing
• Concept development completed; target audiences and learning path have been defined; rollout will begin in the first quarter of 2025.

Improving Customer-Related Processes
• Improvement of internal customer-related
processes is in progress.

... and many more will follow ...