workshop

Purpose of today Share best practices – between us and, eventually between different regions.

Agenda workshop 9.00 Set the mood 9.15 Introducing the “Katrin Way” 9.30 Brand cornerstones: Easy, Trustworthy, Insightful. 10.00 Group work: Before, during, after. 11.00 Break 11.15 Summary of best practices. Voting and discussion. 12.00 Thank you!

The money is in the paper The money is in the paper, but the paper will not differentiate us. Katrin is a success because of the relationships our people are able to build with our customers – current and future ones. They simply like to do business with us. The purpose of the Katrin brand is to strengthen and deepen this relationship both emotionally and by adding value. That’s why Katrin will always be a brand built through behaviour.

Easy Insightful Trustworthy Cornerstones BRAND We work hard to understand our end-customers so that we can help our customers sell and find new business opportunities. We work hard to make your life easier and more profitable. All in all, we help you sell better. Trustworthy BRAND You get what you need, when and where you need it. Our products are certified and thoroughly tested. As a part of Metsä Group, you can rely on the sustainability and continuity of our operations.

Q: Why Katrin? CUSTOMERS A: At Katrin, we work hard to make your life easier. We boost your overall sales by helping you understand the needs of your customers. We deliver what you need, when you need it. As a part of Metsä Group, you can be sure that we are sustainable in everything we do and that we will be there for you next year as well. All this makes Katrin your best partner for growth. CUSTOMERS

The task for the day Our objective is to sell xx tons more by 2020. In our market, this means an increase of xx tons – from y to z tons. This is an ambitious goal. How do we do it? How can we deliver on the brand cornerstones (easy, trustworthy, insightful). “You guys know the answer. The answer is in your heads.” Today we share our best practices before, during and after. Worst practices can also be shared: Don’t do this.

before What are the best things to do before the meeting, including key questions and setting an agenda. Who should we approach, when and how? Are we approaching the right people in the right companies in the right segments at the right time? Old vs. new customers? Or are we doing the wrong thing in the right way? Who shouldn't we approach? How do we prepare the meeting? What do we need to know and what’s the best way to get this information? What not to do?

during What are the best practices during the meeting? Sharing of best presentation techniques and tips? What’s the right amount of information? When to ask and when to tell? Which kind of questions work well? Are we keeping it short enough? Which arguments work best? What is important for the customer? What not to do?

after What are the best things to do after the meeting? What can we do to ensure closure? What not to do?

Thank you!