Improving commercial management

The challenge

A leading company at the forefront of the crops innovation industry, particularly in the domain of seeds, crop protection and non-agricultural pest control. It operates in 5 continents, employs 117 thousand employees and has a turnover of more than 46 trillion euros.

The company was facing, in Mexico and Colombia, problems with regard to market access and commercial integration. These factors were hindering the company’s market presence and share, and made it necessary to review the business model at the commercial level.

Alfa Consulting collaborated in the design of a new business model entailing the review of its commercial policies and strategies, as well as a new organizational structure and the segmentation and adaptation of clients to the new model, as well as the company’s penetration into the market with solutions that add value to each farmer profile.

The results

  • 33%

    increase of sales in Mexico

  • 62%

    increase of sales in Colombia

  • 85%

    increase of commercial activity in Mexico

  • 21%

    increase of sell-out in Colombia