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Sales culture
Post acquisition
Knowledge Management
Customer Benefits
Engaging at C-level
Selling to retail

Post Acquisition
After M & A
Positionning and Presentation post Acquisition

The Client's challenge

The client. is an international distributor of electronic components; a family owned international company with headquarters in Germany. Following the acquisition of a major and, in some local markets, larger competitor, country managers found themselves, overnight, managing larger sales team with significant sections still imbued with the culture and spirit of the acquired company. The challenge was to quickly develop a consistent approach to market supported by a clear positioning and presentation of the group’s values and working practices.

The ITC WS program

Against a demanding deadline , ITC WS Paris was briefed to create a programme for delivery in Sweden , Denmark , Belgium ,The Netherlands and the UK . Working with the client ITC WS carried out a swift diagnosis in each country . Armed with this input Paris office was able to create a programme , ‘ Effective Presentation ‘, delivered in each market but adapted to local conditions and expectations .


The training was short but intensive. As a result teams across all markets are able to present a coherent and consistent ‘ story’; at the same time making the best use of local processes and practice .

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international distributor of electronic components