Linde Plin d.o.o.
Sašo Govc, Deputy Director at Linde Plin d.o.o.
Business Challenges
Linde management had difficulties achieving sustainable business growth under increasingly difficult competitive conditions.
Reasons
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The company had to meet the higher sales goals of its owner while using the same sales team;
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due to poor communications there were mistakes, delays and lost opportunities and even lost customers; and
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managers weren’t able to effectively acquire new potential customers.
Needs and Solution
The Deputy Director said that they could succeed if:
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salespeople’s activities were organized to provide better service and retain their customers;
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the sales team used a customized information tool in order to improve tracking of customers to sell them more; and
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management could control and monitor the sales team’s opportunities.
Atol has proposed a comprehensive, results-oriented solution, which consists of a set of guided workshops, consulting sessions to improve sales techniques, and a set of customized tools for implementing the system, complemented by a range of targeted activities for a thorough and successful launch.
Results
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Sales people have an effective sales tool that enables them to acquire new customers;
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sales team members are using a customized information tool which enables them to improve customer relationship management and customer satisfaction;
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sales people are able to acquire new customers effectively;
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the sales manager is able to control, monitor and support the sales opportunities of his sales team; and
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management has successfully met the requirements of its owner.
About the Company
Linde plin specializes in sales and distribution of industrial gases and is a member of the international Linde Group. In addition, the company owns a bottling plant, and has storage facilities throughout Slovenia.
Linde supplies customers from all over Slovenia with technical gases, with appropriate services, and equipment for the use of these gases.