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Pittsburgh, PA - Edgeworth, Inc., a Pittsburgh-based human-capital consulting firm, has been chosen by Sappi Fine Paper North America, the leading manufacturer of coated fine paper in North America, to develop and employ a customized Value Selling program that focuses on helping its customers grow their business profitably.
The first step in the process is segmenting the customer base and then identifying the key drivers of value that apply to each of these market segments. Marketing and other sales support functions will lead the discussions on determining Sappi’s value proposition.
Step two will be to involve Sappi sales personnel in the process of understanding and implementing the value proposition, first with key customers and then with all others.
After learning the strategies in the Value Selling program, Sappi’s salespeople will be 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 Sappi brings which is more effective than simply focusing on product and price.
Helping its customers to become profitable will in turn ensure business growth at Sappi Fine Paper North America.
About Sappi Fine Paper North America
Sappi Fine Paper North America is the leading manufacturer of coated fine paper in North America, with an annual capacity of approximately 1.3 million tons of coated fine, specialty, and technical papers. The company is headquartered in Boston, Massachusetts, and has four paper mills located in Maine, Michigan, and Minnesota.
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