A global business manufacturing food ingredients, flavours and solutions. Kerry Foods is a major supplier in the UK & Irish markets of fresh, ambient, chilled and frozen brands and retailer brand offerings. Their own brands include Wall’s, Richmond, Kerrymaid, Mattessons and Cheestrings.
6 distinct business units needed to be consolidated into one Kerry way of customer management
Task given to STAR
Complete a thorough assessment of the UK and Irish commercial businesses to inform the creation of a game-changing Kerry Customer Academy
1. We used the Customer Management Assessment to direct the change.
2. We launched the new Kerry way across the whole Salesforce.
3. We enrolled, enthused, trained and mentored 12 Sales Champions
4. We co-created 3 distinct learning journey each with a guidebook, toolkit & comprehensive DVDs 5. We introduced Insight-based planning and a new protocol for Joint Business Planning 6. We trained against a rigorous set of sales competencies
The target was a return of at least 5 to 1 on the Academy investment. After 9 months the return was over 7 to 1 Sales Controller Gemma Paxman commented, ‘I have changed beyond all recognition thanks to being on this Academy. I have transformed from a rather defensive account manager into a confident, insight-based business partner. The new JBP will benefit Kerry and my customer hugely’
Wayne Hudson – Kerry Foods