Aalborg Industries strengthens its sales competence and wins global market shares Faster and better service for the customers, fewer errors and improved productivity in the order process. This is the result of the efforts to strengthen the sales competence carried out successfully by Aalborg Industries together with Valcon. The efforts have contributed to the increase in the turnover by 40 % during the past year and in the market share from 45 to 51 % in a global market characterised by tough competition. We are talking about innovation within both processes and IT tools which has strengthened the sales competence considerably. The project was awarded the Consulting Prize in 2007 in the category “Sale”. The product programme has been reviewed very thoroughly. It has been completely mapped, analysed and streamlined, product knowledge has been formalised in standards and IT tools, and the sellers have obtained an efficient IT tool which will quickly and flexibly define a highly qualified and sound customer solution with full documentation. ”The conversion of the product programme, establishment of new order and sales processes, and modularisation of Aalborg Industries’ boiler concepts have enabled us to obtain a higher quality in the production base and reduce the production costs. In the sale and order process, this has enabled us to “keep up”, as we have seen an extreme growth in incoming orders during the past year. The aim was to improve Aalborg Industries’ competitiveness, which we have succeeded in doing”, says Jørgen A. Nielsen, Head of Function, Aalborg Industries. For the past five years, Jørgen A. Nielsen has been responsible for the standardisation of the product range and subsequent development of support tools for sale and projecting. Valcon’s assistance has included method, inspiration and sparring, particularly during the first 12-14 months of the process. AbouT AAlborg InduSTrIeS Aalborg Industries is an international business with subsidiaries in Denmark, Finland, the Netherlands, Dubai, Singapore, Japan, China, Indonesia, Korea, Brazil, Vietnam, Australia and the USA. In addition, the sales activities are supported by a well-established network of agents. The turnover outside Denmark amounts to more than 90 %. Aalborg Industries’ primary business area is the manufacturing, delivery and maintenance of marine boiler products such as steam boilers, thermal oil boilers, burners, control systems and heat exchangers and inert gas systems. As a supplement to the global marine market, Aalborg Industries also delivers industrial boiler plants and services within selected sectors. The group has production in its own factories in Denmark, China, Brazil and Vietnam, and with external business partners.
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