ITP Sales Training Helps Customer Double Turnover

WABCO Academy's Intelligent Trailer Program (ITP) sales training has helped company Robert Kunzmann GmbH & Co. KG increase their annual sales turnover by 100%. According to Mr. Stefan Kress, Service-Manager Commercial Vehicles, "The specific combination of product and sales training at the WABCO Academy has a lasting effect: Now our employees are even more familiar with the Intelligent Trailer Program and we have increased our sales by 100 percent!"

About the customer

Robert Kunzmann GmbH & Co. KG was founded in 1935 and comprises ten locations with 720 employees in Aschaffenburg, Germany, and the surrounding region. The service-oriented company continues to further expand their offerings to its customers. Currently, five field-service employees serve customers as competent partners – for example by consulting fleet customers. 

Initial Situation

WABCOs Intelligent Trailer Program consists of different modules and functions that can be used separately or in combination. Kunzmann has started to offer the innovative program to its customers a few years ago.

Problem

The field staff often lacked detailed technical knowledge of the different modules and many functions, which is essential in order to prepare customized packages, tailored to the customers’ specific needs. Thus, the offer often didn’t convince the customer and Kunzmanns’ sales lacked behind expectations. 

Solution:

Kunzmann decided to participate at a sales training for the Intelligent Trailer Program sales training, offered by WABCO Academy. In addition to increasing the detailed knowledge about the product, the staff also learned how to prepare individual packages that include the specific functions as required by the customer. The training was completed by arranging joint appointments of field staff and WABCO product experts at Kunzmann customers. As a result, sales increased by 100 percent within a few months.

Learn more about WABCO Academy’s comprehensive portfolio of training offerings and pave the way to increase your sales!