{"id":10300,"date":"2019-08-23T14:55:51","date_gmt":"2019-08-23T14:55:51","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/songwon-industrial-group\/"},"modified":"2023-05-15T19:41:33","modified_gmt":"2023-05-15T19:41:33","slug":"songwon-industrial-group","status":"publish","type":"post","link":"https:\/\/sandler.com\/case-study\/songwon-industrial-group\/","title":{"rendered":"Songwon Industrial Group"},"content":{"rendered":"\r\n<p>SONGWON has grown to become the world\u2019s 2nd global leader in polymer additives.<\/p>\r\n<p><a href=\"https:\/\/www.songwon.com\/\"><strong>www.songwon.com<\/strong><\/a><\/p>\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/case-study\/songwon-industrial-group\/#Challenge\" >Challenge<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/case-study\/songwon-industrial-group\/#Solution\" >Solution<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/case-study\/songwon-industrial-group\/#Results\" >Results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/case-study\/songwon-industrial-group\/#Share_Your_Story\" >Share Your Story<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Challenge\"><\/span><strong>Challenge<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Songwon Industrial Group was looking for a partner to help their sales staff be more proactive in their sales strategies, develop enterprise sales skills, and reverse the trend of selling their polymer products solely on discounts in a transactional market. Sandler was chosen by Songwon to guide their sales team on how to demonstrate value and help them realize the premium they could receive when effectively negotiating and selling their products in highly-competitive commodity markets.<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Solution\"><\/span><strong>Solution<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>An extensive audit during the discovery phase of training found that the main objective was to change the attitude and behavior of the Songwon team when planning and negotiating. They needed to become proactive and create a culture of planning which included territory planning, account planning and planning each sales meeting.<\/p>\r\n<p>Our lead trainer was selected for his work with premium suppliers in commodity markets and his extensive track record in maximizing industrial commodity products and selling into OEM. The team of trainers put a strong emphasis on real-life scenario role play, supported by individual pre-reading and pre-work, team workshops and follow-up one-on-one coaching sessions. We created a series of tools which help the Songwon sales team plan sales territories, activities and sales calls. We also created a process to eliminate unnecessary discounts which was destroying necessary margin needed to invest back into the company.<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Results\"><\/span><strong>Results<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Songwon has made the Sandler Negotiation Matrix part of the process to review pricing internally with all business unit managers for those customers where it makes sense. They have added to the Negotiation Matrix for budget and total potential so that management has a complete view of the data needed to make a decision. Songwon is also adding option to add the Negotiation Matrix and the Pre-Call Planner to their CRM and are challenging their team to use it more.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"Share_Your_Story\"><\/span><a title=\"Share your Story\" href=\"\/connect-with-us\/\" target=\"_blank\" rel=\"noopener noreferrer\">Share Your Story <\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Let us know how we have helped you on your journey to success.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>SONGWON has grown to become the world\u2019s 2nd global leader in polymer additives.<\/p>\n","protected":false},"author":15,"featured_media":15917,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[1481],"class_list":["post-10300","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-case-study","tag-case-study"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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