Sales (Re)structuring & Selection in Alphen aan den Rijn
Why here
The biggest vulnerability of a trading business in this municipality is rarely the market; it is that the revenue lives in someone's head. In Boskoop a trader carries decades of buyers, habits and price arrangements around with him, and when he stops, that leaves with him. We build a department around it that survives the departure: the process written down per stage, every relationship with an owner, and the knowledge in the system rather than in a diary. The second peculiarity of this market is the season. A sales process assuming an even monthly cycle does not work when the peak lands in a few weeks and there is little to sell afterwards; we deliberately schedule prospecting in the trough. And in selection, language counts: selling into Germany, France or the United Kingdom needs someone who can hold the conversation there, not only write the email.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Your relationships get mapped per person first: who manages which buyer, what has been recorded and what has not. At the same time we walk back through a season of orders to see when selling happens and when there is room to prospect. From that comes the stage model with its own rhythm for peak and trough, plus the role profile for the people you need.
Frequently asked questions
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Our senior trader is retiring in a few years. How do we handle that?
By treating the handover as a project rather than a farewell. First we record what is going on per buyer: who decides, which arrangements exist, which season demands what. Then the successor joins, listening first, speaking later, with him present. That order takes longer than an introduction email, but it is the difference between transferring knowledge and hoping the customer stays.
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How do you organise selling when the peak lands in eight weeks?
By not leaving the rest of the year empty. During the peak there is no time to prospect and in the trough no reason to — unless you create one. We schedule prospecting, customer visits and opening new markets deliberately outside the season, and keep the peak for follow-up and delivery. That needs an annual plan where a different metric counts in each period.
What you invest depends on what we build. The homepage says where it starts.
Read on
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And then?
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