2 für 1 Angebot – International After Market Management – Service is King!

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International After Market Management – Service is King!

2-Day Seminar for After Market Professionals and Managers

This intensive two-day seminar is tailored for professionals and managers working in the international after market sector, including spare parts, consultancy, maintenance, and related services. The programme emphasises the pivotal role of service excellence and provides participants with the latest strategies and techniques for managing after market operations across borders.

Seminar Overview

Participants will gain expertise in market and product screening specific to after market services, as well as comprehensive competitor analysis from both macro and micro perspectives. The seminar also covers potential analysis, cross-selling opportunities in after market offerings, sustainable potential management, and profit centre thinking. Attendees will take part in practical exercises and role plays, applying concepts directly to after market scenarios such as spare parts distribution, maintenance contracts, and consultancy projects.

Objectives

       Strengthen participants skills to identify and develop international after market accounts.

       Enable targeted market and competitor analysis to shape effective after market strategies.

       Empower teams to maximise cross-selling opportunities and manage sustainable after market growth.

       Develop advanced communication and negotiation skills for international after market sales and service environments.

       Foster understanding of value-added analysis and profit centre thinking for measurable impact in after market business.

2-Day Seminar for Sales Professionals and Managers

Seminar Overview

This intensive two-day seminar is designed to equip sales professionals and managers with the latest strategies and techniques in international key account management. Emphasizing the importance of service excellence, the program covers comprehensive market and product screening, in-depth competitor analysis from both macro and micro perspectives, potential analysis, cross-selling, sustainable potential management, and profit center thinking. Participants will engage in practical exercises and role plays to apply concepts to real-world scenarios.

Objectives

       Enhance participants ability to identify and develop international key accounts.

       Enable effective market and competitor analysis to inform sales strategies.

       Empower sales teams to maximize cross-selling opportunities and manage sustainable growth.

       Develop advanced communication and negotiation skills for international sales settings.

       Foster understanding of value-added analysis and profit center thinking for measurable business impact.

Trainers

Led by renowned expert Roberto Capone and his experienced team, the seminar combines authoritative instruction with engaging interactive elements, ensuring participants leave with actionable skills and insights.

Seminar Schedule Structure

       Dates: Two consecutive days

       Daily Timing: 09:00 AM – 4:15 PM

       Breaks: 15-minute break every 90 minutes

       Lunch: 45-minute lunch break (12:15 PM – 1:00 PM)

Day 1 Agenda

The first day begins at 9:00 AM with a brief welcome, introduction, and a review of the seminar objectives (until 9:15 AM). The morning continues with an in-depth session on market and product screening, where participants learn about state-of-the-art tools and techniques from 9:15 to 10:45 AM. After a 15-minute break (10:45–11:00 AM), the group moves on to competitor analysis, exploring both macro and micro perspectives, lasting until 12:15 PM.

A 45-minute lunch break follows, from 12:15 to 1:00 PM. In the afternoon, focus shifts to potential analysisleveraging existing offerings and responding to current needsbetween 1:00 and 2:30 PM. After another 15-minute pause (2:30–2:45 PM), the day concludes with a session dedicated to cross-selling and sustainable potential management in key accounts, running until 4:15 PM.

Day 1 Afternoon Focus

       Exploring methods for identifying cross-selling opportunities

       Developing strategies for sustainable growth within existing key accounts

       Introduction to communication forms in international sales

Day 2 Agenda

Day two starts at 9:00 AM with a session on communication and conversation techniques in international sales, continuing until 10:30 AM. A 15-minute break follows (10:30–10:45 AM). The morning then features interactive role plays, allowing participants to apply and refine their international sales skills, running from 10:45 AM to 12:15 PM.

Lunch is scheduled from 12:15 PM to 1:00 PM. The afternoon kicks off with value-added analysisparticipants learn how to enhance sales, revenue, and contribution margin by country, product, and customerbetween 1:00 and 2:30 PM. After a short break (2:30–2:45 PM), the seminar turns to profit center thinking, covering both conceptual and practical aspects from 2:45 to 3:45 PM. The final session, from 3:45 to 4:15 PM, involves application exercises, a summary, participant feedback, and discussion of next steps.

Day 2 Afternoon Focus

       Analyzing value creation across multiple dimensions

       Strategies for sustainable development in sales and profitability

       Hands-on application of profit center thinking

       Collaborative exercises and group discussions

Wrap-Up

       Summary of key learning points from both days

       Participant feedback session

       Discussion of next steps and action planning for immediate implementation

Additional Information

       All materials, handouts, and case studies will be provided in English.

       Active participation is encouraged for maximum benefit.

Join Roberto Capone and his team for this transformative seminar and elevate your international key account management skills to new heights – because in todays global market, Service is King!