Negotiation and Focusing on "Big Picture" Results

Operating in a highly competitve market, Ryder's organizational focus after restructuring was:

  • growing top line sales
  • growing margin (particularly on national deals)
  • increasing customer retention

Ryder's negotiation strategy was developed by gathering key representatives from the Executive Team, Sales Management, National Account Sales, Legal, Pricing, Human Resources, Finance and Marketing.

"Think! has helped us break through 20 years of a price-focused culture!  Ryder has always been the high-end provider for full-service leasing needs, but with our negotiation strategy in place, we now get paid commensurately with the services we provide."     - Curt Skallerup, VP, Sales

Would you like to know more about Ryder's negotiation initiative?  Complete the form to the right and we'll email you this ROI Case Study right away.

 

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