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Intervet Inc.
Intervet Inc., an animal health company, was founded in 1969 and has developed into a modern animal health company with a strong focus on the market and its customers. With the desire to become a better business partner with its customers (their distributors), Intervet contracted with Edgeworth, Inc., a Pittsburgh-based human-capital consulting firm that focuses on helping to sharpen and develop the business acumen of employees.
Edgeworth developed and implemented a financial training program based on the business of Intervet’s distributors. The program included a customized board game that illustrated the key issues, challenges and finances of a typical veterinary distributor. After playing the game, the Intervet sales management team participated in activities that taught how attaching their products and services to the customer’s value equation creates a valuable business partner, not just another product vendor. The Intervet Inc. sales management team can now more easily recognize opportunities with their distributors and readily apply and explain Intervet Inc.’s value in order to make a profit - not only for the customer, but also for themselves.
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Developed to help Intervet Inc.’s sales
management team understand how their company
and their distributors make a profit.
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