Kerry Foods Case Study

“Drastically improving account value with a game-changing customer management programme”
A global business manufacturing food ingredients, flavours and solutions, Kerry Foods turned to Uspire to consolidate 6 distinct business units into one “Kerry way” of customer management.
Situation Brief
Task given to Uspire
Action Taken

6 distinct business units needed to be consolidated into one Kerry way of customer management.

Complete a thorough assessment of the UK and Irish commercial businesses to inform the creation of a game-changing Kerry Customer Academy.

  1. Used the Customer Management Assessment to direct the change.
  2. Launched the new Kerry way across the whole Salesforce.
  3. Enrolled, enthused, trained and mentored 12 Sales Champions
  4. Co-created 3 distinct learning journey each with a guidebook, toolkit & comprehensive DVDs
  5. Introduced Insight-based planning and a new protocol for Joint Business Planning
  6. Trained against a rigorous set of sales competencies

The target was a return of at least 5 to 1 on the Academy investment. After 9 months the return was over 7 to 1.

I have changed beyond all recognition thanks to being on this Academy. I have transformed from a rather defensive account manager into a confident, insight-based business partner. The new JBP will benefit Kerry and my customer hugely.

Gemma Paxman - Sales Controller

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