Pittsburgh, PA - Edgeworth, Inc., a Pittsburgh-based human-capital consulting firm, has been retained by Alcoa CSI, one of the world’s leading suppliers of closure and capping systems for the beverage and food industries, to develop and employ a customized Value Selling program.

In a market where the customer base is becoming increasingly confrontational when it comes to pricing, Alcoa CSI needed to teach its salespeople how to go beyond the basics of selling to become knowledgeable in the area of business finances. With this strategy in place, they are able to discern more about the customer’s business and therefore to assist in increasing the customer’s bottom line; this is accomplished by their new understanding of the value Alcoa CSI brings which is more important than simply focusing on product and price.

Edgeworth’s unique approach, which includes a hands-on customized board game simulating the customer’s business, was well received. After the program was rolled out to Alcoa CSI’s sales, marketing and support organizations, 100% of the participants agreed that the program was not only ‘effective, clear and understandable’, ‘valuable and useful’, but ‘enjoyable as well.’

About Alcoa CSI
Alcoa Closure Systems International, Inc. (CSI), a subsidiary of Alcoa, is recognized as the world leader as a closure systems supplier, provider of quality products and service support to the soft drink market. It is also a major supplier to juice, bottled water, dairy, beer, food, liquor, pharmaceutical, motor oil and other markets.