IP InterviewPublished September 21, 2020Conducted September 10, 2020
Spirax-Sarco Engineering: The Power of Direct Sales
inpractise.com/articles/spirax-sarco-direct-sales
Executive Bio
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Why is this interview interesting?
- How Spirax organize the direct sales team
- Why Gestra, Spirax and all subsidiaries have separate direct sales teams
- How Spirax's value proposition compares to large competitors
- The value add and returns of exploiting unrecognized needs for customers
- What large customers like Nestlé really care about
- The potential for Spirax to increase direct sales as a proportion of total sales
- How the OEM channel operates like a direct sales channel
- Potential risk and pressure on Spirax's operating margin
Interview Transcript
Disclaimer: This interview is for informational purposes only and should not be relied upon as a basis for investment decisions. In Practise is an independent publisher and all opinions expressed by guests are solely their own opinions and do not reflect the opinion of In Practise.
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