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PPG Fiber Glass
PPG Fiber Glass, headquartered in Pittsburgh, Pennsylvania, is the second-largest global manufacturer of continuous-strand fiber glass. After working through a challenging year, the Fiber Glass Division now has an opportunity to recover prices, given more favorable supply-and-demand conditions. The management team members of PPG Fiber Glass recognized that in order to facilitate this recovery, they needed to outline a plan to their sales and marketing team that not only attracted new customers, but also retained current customers, while justifying higher contract prices.
Edgeworth developed and implemented a financial training program to the PPG Fiber Glass sales and marketing team based on the business of its customers. After playing the game, the team members participated in activities that taught them how to avoid being just another product vendor. Instead, they learned how to become a valuable business partner, even at prices higher than the competition.
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A financial training program was developed to teach PPG Fiber Glass’s sales and marketing team members about their customers’ business, thus positioning them more advantageously to become a business partner with their customers - not just another product vendor.
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