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Challenging your customers

Published byIna Ranveig Engebretsen Modified over 7 years ago

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Presentation on theme: "Challenging your customers"— Presentation transcript:

1 Challenging your customers
Chris Gregers Senior KAM, Circle K Norge AS Oslo, Challenging your customers

2 Circle K - Our global footprint

3 Circle K Norge AS

4 History in Norge goes back to Norsk Brændselolje in 1920.
In 1976 Norol was established after Norsk Brændselolje, Norske OK and Norsk Hydros divisions merged. Statoil took over Norol in 1991 and established the daughter company Statoil Norge, which ran a network of Statoil-branded fuel stations and sales of oil-products in Norway. The Canadian company Alimentation Couche-Tard (ACT) bought the company in in 2012, of which the 54 % of the shares that Statoil ASA owned. The change of owners led to the start of rebranding the stations to the Circle K logo in May 2016. ​

5 Circle K Norge AS – a part of Circle K AS
Totalt ca stasjoner, derav ca i Scandinavia og ca i sentral- og Øst Europa (inkl. oppkjøp av Topaz i Irland).

6 KAM / Marine Kjetil R. Bang Arvid Husebø Chris Gregers
Sjef KAM & Marine Arvid Husebø Regionssjef Marine Sales Chris Gregers Sjef Key Account Sales Turid Larsen Brigt Helgeland Tor Ivar Iversen Bent Giskeødegård Ellen Mikalsen Runar Moe Sigurd Lindahl Frank R. Brakstad Elin S. Kristoffersen Christian Holter Roar Fjeld

7 Basic Sales Oversimplified: «Demand driven»
Matching the customers requirements Some advantages «on the side?»

8 Value based Sales Defining the needs of the customers
Identifying added values Convincing the customer – selling

9 Relations based Sales Offer not just a commodity
Relations emphasized and valued Developing joint values Offer often developed in cooperation with customers

10 Challenger Sales Sales Executive Council Being an industry expert
Challenge your customers Take control over the process

11 Tenders - trends More complex, costly and time consuming
Hired Professionals - not the customer Purchase organizations/cooperations Increasing value for the customer or just increasing his costs? Focus on price, not total cost

12 Challenge: How can the customer obtain the lowest cost when he is comparing the lowest price?

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