Understanding the characteristics of the industry you are a part of is very important for the sales people. The Process and Packaging industry has an estimated turnover of 80 Billion Euros worldwide (2017), with an estimated 400.000 employees worldwide working in this industry. In Europe most manufacturers are based in Germany and Italy. Due to its high customization and export levels, this industry has one of the highest Engineering to Orders (ETO) levels of the total industry.

ETO means the machines can be customized to the customers’ requirements, and the sales person plays a very important role in this process. In our workshops we look into more detail in this ETO machinery industry, what are the major trends here, and what effect do they have on the sales performance? Which B2B sales techniques are successful in this industry and why? 

Our workshops are fully based upon the daily reality of the process and packaging machinery business. Developed by machine builders, for machine builders. With knowledge you can implement directly into practice. With our workshops and belonging surveys, you will bring your skills, knowledge and experiences up to speed with the latest trends and developments in the industry.