Alfa Laval Industrial Equipment asked W to find a way to communicate and increase their offer to new and existing distributors. The goal was also to enhance the already existing customer values of choosing Alfa Laval as a partner and/or their fluid power products.
W started off by inviting the Alfa Laval fluid power affiliates to an engaging workshop with exercises aiming to set the fluid power “one liner” and selecting key strengths to the target groups. Based on the insights gained at the workshop as well as interviews and other research, W developed a differentiating sales story flow and key sales messages for the Alfa Laval fluid power area. W also developed a package that could easily be adapted depending on target group, distributors or system builders. The Hello and Goodbye concept will be applied in many different channels, worldwide, with a strong consistency.
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