Case Studies

Global Rollout

Value Development and Purchasing Skills

The Client

TA Hydronics is a global market leader in perfecting indoor climate for buildings through the provision of energy efficient heating and cooling systems. Many of the world’s iconic building use their systems, including Heathrow Terminal 5 and the Taipei 101 Tower in Taiwan.

We worked with TA Hydronics advancing Value Selling and effective purchasing across 30+ countries. We designed and facilitated ‘central’ workshops with Country MD’s, Sales Directors and Purchasing VP’s as participants.  The approaches were then efficiently rolled-out globally using ‘train the trainer’ modules.

Brightbridge have run an excellent ‘train the trainer’ programme for senior sales and purchasing teams from across the globe. They have introduced practical tools and techniques and created strong engagement both with the people attending and senior leadership. The follow up on the training has been excellent with participants confidently delivering strong local programmes

Peter Djarf, Group HRD , Global Rollout

The Need

In this market there is pressure on ‘price’ and challenging raw material inflation. The route to market is also complex with installers, consultants, architects, building owners and tenants involved in decision making. Working with the senior management team, we carried out investigative work to identify priority growth levers which identified improving value selling and purchasing behaviours would deliver significant upside. These improvements needed to be a mix of ‘central’ best practice and customisation to local markets.

  • Sector

    Technology

  • Insights

    Local and Global

  • Key Service

    Build Skills

The Solution

‘Train the Trainer’ We developed ‘train the trainer’ programmes engaging 30 of their leaders. from China, US and Europe. We designed and facilitated workshops to transfer the skills, providing guidance on coaching techniques.

‘Best in Class’ The ‘trainers’ successfully cascaded the approaches to over 200 ‘local’ managers. Targeted areas covered included:

  1. Strategic customer and supplier management
  2. persuasive selling techniques
  3. customer value propositions
  4. advanced negotiation skills

The Results

95% of participants stated they learnt ‘A great deal’ (highest ranking) from the programmes. ‘New’ behaviours and approaches resulted in improved business performance and market share gains in a challenging market.   * Brightbridge was at the time known as ‘TaylorHoughton’