Services
A sales plan your team can actually run.
I help adhesive and sealant companies decide where to focus, which accounts to chase and how to organise their sales team and dealers. Then we turn that into a monthly plan your people can follow.
What we work on
- Territory design: which areas your team covers directly and which go through dealers.
- Key account plans for the accounts that matter most.
- Which products to push in which industry, instead of the whole catalogue everywhere.
- Pricing and discount discipline, so growth does not come at the cost of margin.
- Simple sales reviews and reports your team will actually fill in.
- The profile to look for when you hire sales engineers.
Direct, dealer, or both?
OEM production accounts usually need direct technical selling: trials, approvals and documentation. Maintenance (MRO) business is usually served better and cheaper through dealers who already visit the plant. Most adhesive brands need a mix, and the right mix differs by region.
Getting this split right is often the biggest single improvement a sales team can make. It decides where your engineers spend their time and what your dealers are paid to do.
What you get
- A written plan: focus industries, target accounts, territory split and monthly milestones.
- A review rhythm your managers can run without me.
- Optional hands-on support while the plan is rolled out.
Questions people ask
Do you train our sales team?
Yes. Practical training on applications and on how plants buy adhesives: who to meet, what the engineer needs to see and how to move a trial to an order.
Is sales strategy a one-time project?
It can be. Some clients want a plan and a handover. Others keep me on to review progress each month and adjust.
Can you help us decide whether to enter West India or South India first?
Yes. That is a common starting question. The answer depends on where your products fit the local industries best, which I cover in market intelligence.