Case Studies

Background

Panalpina is in the Top 5 global logistics providers and a loyal customer of Natural Training for presentation skills, negotiation training and key account management training throughout all levels and within all locations of the organisation.

Challenge

Panalpina tasked us with developing some negotiation training for their Group Key Account Managers (KAMs) who enjoy relationships at the highest level of the customer logistics chain.  Freight services and logistics were showing the early signs of being commoditised, led by some overly aggressive logistics providers looking for competitive but not sustained advantage in the market.  Panalpina asked us to bring value back into the equation, helping their Group KAMs to negotiate at the highest level, to protect revenue margins while also delighting important global customers.

Solution

Natural Training coaches met the group of 12 Global KAMs in Istanbul in February 2008 to present two days of interactive, high impact training to tackle these key issues.  The training passed on some insights into human behaviour at the top level, and included ways to motivate and inspire customers – beyond price.  Reaffirming the value proposition was a key topic, as was conflict management, preparation and strategic direction.  The workshop was an outstanding success and Panalpina have weathered the commodity-driven storm and strengthened their “quality not price” market position.

Results

This training is ongoing, but so far so good!  All the Senior Executive groups have been delighted with the training – and the Natural Training philosophies have been adopted throughout the business

Clients

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