Case BE Group: Ride the positive wave

European steel and metal merchant

Starting point

With economic trends supporting the business, the European steel and metal merchant BE Group decided that the time was ripe for substantial growth. Instead of just selling more, BE Group focuses on selling that is complimented with service elements.

Objective of cooperation

Vectia helped speed up the transformation of a company focused on sales to a company with a strong service offering. Vectia identified three key development areas: segmentation, sales tools and sales capabilities. Novel approaches and solutions were created for all key development areas. Sales capabilities in the organisation are enhanced in two stages. First, managers from the BE Group are trained to be trainers. These managers are then well prepared to train their respective organisations in different markets.

Results and business impacts

President and CEO of BE Group, Håkan Jeppsson has a positive feeling at the launching phase of the implementation: “With the help of the methodology created by Vectia, we expect quite dramatic changes in our business during the next few years.”