AVANCE FOR MICHELIN

THE TOOLBOX FOR OPTIMAL SELL-IN.

The modern, all-in-one package for the tire trade

The annual performance review meeting is an important sell-in factor for Michelin, one of the biggest players on the German tire market. This is because the key topics and products for the upcoming year are presented to the entire sales team at this major conference. At the same time, the sales agents will be given interactive sales tools to help them trigger pre-orders at the dealers.

SUCCESSFUL FOR MICHELIN SINCE 2010

Comprehensive support for each customer call

Michelin has been relying on the expertise of AVANCE since 2010. The familiar challenges that face the company are its three different product segments – tires for cars, trucks, and construction machinery and industry – plus the need for a multilingual approach. This year, it will take one additional step: In keeping with the key issue of the “dealer partnership,” the focus was on providing the maximum relevant information in each customer call.

Interactive sales tools

Communication between the sales department and the dealers is being improved. In order to be able to present the sales arguments in a more personalized way in the future, the sales team will rely on a clever digital solution as a “compendium” instead of the printed folder used so far. An app lets the sales department make customer calls more personalized and more interactive.

Can be updated daily using MS Excel

The presentation of the annual performance review meeting also serves as the basis for sell-in communication. To minimize the preparation for the sales team, it is equipped with an Excel interface. This means that price changes can be transferred directly into the slides. A technically sophisticated solution that AVANCE was able to implement with the in-house development power of Visia.

The slides behind the success

SUCCESS: BENCHMARK FOR MICHELIN EUROPE

The highlights at a glance

  • The subject: Strengthening trust. Trusting strengths.

  • The presentation structure: Optimized to provide the most powerful sales arguments.

  • Sales presentations that can be personalized: VBA solution for automatic updates to PowerPoint charts

  • The app: Customizable sales tool for customer dialog