Maersk Line

Global Sales Transformation

Maersk Line is fundamentally changing the conversation with its customers as a key enabler in producing top-tier performance in a tough market. Maersk Line divisions all over the world have already noted behavioural changes in key areas. Several improved business impact cases, where both customers and Maersk Line realised more value, have been documented.

Maersk Line Global sales transformation

With “Daily Maersk”, Maersk Line is setting new standards for on-time delivery in container shipping. The Global Sales Transformation programme includes new capability platforms for sales reps and sales managers – including value selling, leadership coaching in opportunities and several leadership reinforcement activities.

This calls for an entirely new approach to selling transport. Implement has helped the company transform their global sales organisation.

Delays have been the norm in the container shipping industry for years. Customers have learnt to accept buffers in expected delivery times; they have also learnt to deal with the challenges that arise as a result of delayed goods. As the first in the industry, Maersk Line decided to do something about delays – once and for all.

A new standard in shipping 

In 2011, the company launched ‘Daily Maersk’ – a programme that guarantees on-time arrival of goods. The value generated by reliable deliveries is so great that customers are willing to pay a premium price for this guarantee.

Consequently, ‘Daily Maersk’ has not only set a new standard in shipping. It has also given Maersk Line an entirely new value proposition. The company is not only selling a product – shipping of goods from a to b – they are also selling customer value: higher returns through better supply chain management.

A new mindset

Together with Maersk Line management, Implement developed and introduced a value-selling mindset in Maersk Line’s global sales organisation. Sales reps and sales managers in 130 countries learnt how to change conversations with customers. The Maersk Line Global Sales Transformation programme includes new capability platforms for sales reps and sales managers – including value selling, leadership coaching on opportunities and several leadership reinforcement activities supported by roll-out and process tracking.

From supplier to adviser

Maersk Line is fundamentally changing the conversation with its customers as a key enabler in producing top-tier performance in a tough market. Maersk Line divisions all over the world have already noted behavioural changes in key areas. Several improved business impact cases, where both customers and Maersk Line realised more value, have been documented.

Thomas Børve-Jørgensen
Thomas Børve-Jørgensen
+45 2338 0020

Featured clients

CLEVER
Smart choices in uncertain times
The Danish electric mobility operator CLEVER A/S has turned traditional strategic thinking upside down to overcome challenges in an immature industry and to pave the way for the mass-market breakthrough of the electric vehicle.
Brødrene Dahl
Implementation of Lean Warehousing
After a period of massive growth in the level of activity, the market-leading wholesaler experienced a slowdown in the market, which is why focus was put on efficient cost management and, deriving from this, the need for optimisation and trimming of processes
Maersk Line
Opening up a new route to the high end
Maersk launched the Daily Maersk service in 2011 to change the rules of the game in the highly conservative shipping industry. The new business model was designed to tackle three fundamental industry challenges: unreliability, environmental impact and complex services.