Customers

ITC World Solutions® is committed to working in partnership with our clients, delivering quality training and management consultancy solutions to meet every need. We offer extensive experience across a wide range of industries, from IT to pharmaceutical, financial to automotive, communications to travel and leisure.

We recognise that every client’s requirement is unique, and the solutions we deliver are based entirely on your individual requirements. Only once we understand your key business issues and objectives do we develop training to suit your specific objectives.

Industries where we have been active:

IT

Professional Services

Hotel and Travel

Retail

FMCG

Building & Construction

Chemical Industry

Medical & pharmaceutical

Banking and Finance

Durable Capital Goods

Trade

Non-profit

Case Studies

The following case studies outline ITC’s work with a number of major companies around the world. For further information on how ITC World Solutions® can be of service to your company, contact your local office or the ITC Group International Sales Office.

Company

Major international airline sees sales strategies take off

The Challenge

  • Change in the industry leading to direct contact with customers, reducing costs;
  • Current selling process of servicing and trouble shooting being challenged;
  • Need to change process to business management and negotiation to remain competitive;
  • More proactive approach needed, especially with corporate clients.

Countries

The training was carried out in UK, USA, France, Germany, Italy, South Africa, United Arab Emirates, Brazil, Scandinavia, Russia, Poland, Israel and Greece.

The Solution

  • Airline introduced computerised sales information system; ITC developed extensive international sales training and development programme;
  • International project management team assembled to represent all the countries of operation, and to provide high level Account and Project management;
  • Every member of sales staff interviewed using computer based questionnaire;
  • Sales methods and skills across entire field of operations assessed;
  • Extensive Sales Training programme implemented at management sales and sales support levels.

The Result

  • Roadshows extremely successful;
  • One year later, 80% of parent company’s field sales force reported familiarity with the new satellite company.
Company

Engineering change for leading international electronics manufacturer

The Challenge

  • Sales consultants to be less technically minded and focussed on product details
    • Too focussed on ‘box sale’;
  • Reactive
    • Without the customer as the primary focus;
  • Time scale problems
    • Orders being lost.

Countries

The training was carried out in Denmark, Sweden, UK, The Netherlands, Germany and Switzerland.

The Solution

  • Back to basics
    • Sales and management training at every level
    • Basic selling skills programme for sales consultants;
  • Also ‘Customer In Focus’ programme;
  • Management training
    • To empower managers and improve people manegement skills;
  • Tailor-made Project Management programme;
  • New project control system.

The Result

  • Improvements and impact- at every level;
  • Proactive sales consultants
    • Selling ‘solutions’ rather than ‘boxes’
    • Sales increased, qualification process more efficient;
  • Customer satisfaction focus and ‘speak same language’;
  • Dramatic morale and performance improvements;
  • New products delivered on time;
  • Improved customer retention.
Company

Helping a global leasing and finance company change focus

The Challenge

  • Increase the profitability of successful sales programme by developing a local focus;
    • Maintain global sales while taking account of local differences.

Countries

The training was carried out in UK, France, Germany, The Netherlands, Spain, Italy and Central Europe. Staff from Latin America, Asia Pacific, Canada and North America.

The Solution

  • Advanced, integrated sales training for entire European Programme:
    • Recognised mix of sales people from different countries;
  • Develop a deeper understanding of cultural differences;
  • Consistent approach;
  • Account management, implementation programmes and dealing with cultural differences.

    The Result
  • Consistent approach;
  • Cultural differences seen as part of the company’s diversity rather than perceived as an obstacle;
  • Greater penetration of accounts:
    • More business
    • Improved profitability
    • Motivated sales force.
Company

Expanding the network for a fledging Computer Leasing company

The Challenge

  • New company launches using a series of road shows;
  • Aim to introduce the services of this new company to its parent;
  • Many of the employees were new, so external help needed;
  • Success crucial to establish new company in corporate structure.

Countries

The training was carried out in France, Spain and The Netherlands.

The Solution

  • ITC chosen because unrivaled European market coverage;
  • Also because of extensive knowledge of IT and leasing industries;
  • Task to devise comprehensive training programme to enable staff to understand their own roles better;
  • Also to help staff to promote services to peers in parent company.

The Result

  • Road shows extremely successful;
  • One year later, 80% of parent company’s field sales force reported familiarity with the new satellite company.
Company

A market-leading Computer Manufacturer goes from strength to strength

The Challenge

  • Computer market place characterised by ever changed products and business alliances;
  • Constant training and education essential for any company to stay ahead and competitive;
  • This client needed to equip its reseller network’s staff with skills to sell high-end client server solutions involving its strategic alliance partners. These included Microsoft, SAP and Baan.

Countries

The training was carried out in North America, Russia, Hungary, Czech Republic, Poland, The Baltic States, Slovenia, Slovakia, Israel, Greece, South Africa, Turkey, Chile, Venezuela, Ecuador, Puerto Rico, Argentina, Columbia, Central America and Mexico.

The Solution

  • Meticulous research carried out to identify market conditions for each country;
  • Comprehensive sales programme focussed on team selling developed in close consultation with client;
  • Market specific sales tools developed;
  • Included e-learning for post-training support.

The Result

  • Significant increase in systems-sales reported from dealerships around the world;
  • Client’s domination of the global client server marketplace has been maintained and strengthened.