Kulicke & Soffa Industries, Inc.
Willow Grove, PA
Kulicke & Soffa Industries, Inc. (K&S) partnered with Edgeworth, Inc. to assist key sales and marketing personnel in outlining the company's Value Proposition. Upon completion, Edgeworth facilitated the rollout of that Value Proposition to the majority of K&S sales associates via a customized Value Selling program presented at a company conference held in Scottsdale, Arizona. The goal of Kulicke & Soffa Industries' Value Selling program was to facilitate the corporate transition away from an internal focus toward a more customer-focused culture.
A key element in this program was the design of a game that simulated the customer's business model. Playing the game empowered K&S sales personnel with the fundamental business acumen necessary to understand how every business operates to produce a profit. Armed with this knowledge, employees were then able to identify customer value drivers and ways to merge the business attributes of their products/services with gaps in customer operations, in order to produce value for their customers.
Based upon the success of the Value Selling program, Kulicke & Soffa continued their work with Edgeworth. The companies again partnered to develop and institute a new account planning and management process. Edgeworth aided in content development and assisted in the program's implementation, which included the Value Selling concepts as a key component. The account planning and management process was rolled out to the entire sales force, as well as a significant portion of the marketing group, in the United States, Asia and Europe.
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