Successful Sales in Saturated Markets:
“We Drive Innovation”
(mud) – Successful salespeople don’t just offer products. They understand that customers are looking for solutions. That’s why WTH sales representatives are first and foremost partners who drive innovation together with their customers. Standard products alone are no longer enough to stand out.
“The market for chemical raw materials in the plastics and coatings industry is increasingly a buyer’s market with a wide range of choices,” says WTH Managing Director Gero Thieme. Salespeople must therefore not only know their products but also understand the specific challenges and processes of their customers.
Providing added value through technical consulting sets salespeople apart from pure price negotiations. Customers aren’t looking for raw materials – they are looking for solutions to improve efficiency, enhance sustainability, or meet regulatory requirements.
Reliability in delivery, technical support, and customized product solutions are key factors. Those who respond flexibly to customer needs build trust and long-term relationships. More and more customers value sustainable raw materials and processes. Suppliers who consider environmental aspects from the outset and offer corresponding solutions have a clear advantage.
In a buyer’s market, stable customer relationships are essential. Continuous communication, proactive support, and a deep understanding of customer strategy are crucial for sustainable customer acquisition.
Gero Thieme summarizes: “Successful sales in saturated markets require far more than competitive prices. Those who position themselves as consultants, problem solvers, and reliable partners create lasting competitive advantages and win long-term loyal customers.”
