Get a partner who knows both sides …

UNEX can look back on a long series of successful projects with industry and retail. The focus: Increase growth and efficiency for our customers. Your advantage: UNEX knows both sides – industry and retail. This results in solutions with impact, whether it’s strategy, pricing, sales excellence, reorganization or digital transformation.

Four drivers challenge industry & retail

For years, customer centricity has been the focus when it comes to realignments in industry and retail. So what is new now? Firstly, the growing customer group of digital natives. Secondly, new technical possibilities. And thirdly, the pressure to which companies are exposed as a result of the pandemic. This accelerates the market changes. Strategies, organizations, pricing and trade conditions have to be rethought. Digital transformation has become a core task for the durable goods, FMCG and retail.

Digital Natives verändern die Customer Journey und den Digital Sales

Digital Natives

A new generation of customers is entering the markets (B2C & B2B). They inform themselves digitally and use digital tools for their decisions.

New Technology for Digital Sales

New digital technology

New technologies create great opportunities in market development. E.g., cloud-based solutions, big data or new tools for digital sales.

New Competitors kommen auf den Markt

New digital competitors

Providers from B2C sectors are attacking the B2B sector with digital approaches to success. Leveraging their expertise in big data, algorithms, platforms, reach, … .

Corona beschleunigt den Trend zu Digital Sales

Covid-19

Accelerator for digital changes in the markets. New sales processes are established in order to survive (e.g., expansion of e-commerce, remote sales, dealer insolvencies).

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Online revenues are expected to double from 11% to 22% by 2030. Massive shift from in-store revenues to online channels.
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The number of stationary retail stores is expected to decline by up to 20% by 2023. Significant acceleration of this trend by Corona.
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A large majority of 86% of retailers are open to investing in digitization. This figure has risen in recent years from 63% in 2017.
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New players from other sectors are entering the market (e.g. local store cooperatives or digital support from former online-only players).
0 Years
The global Corona crisis has accelerated structural change in the retail sector by about 7 years. It is a main driver of the changes.

Source: Kölner Institut für Handelsforschung (IFH), Handelsverband Deutschland (HDE), Studie „Deutschland lernt KI”

We work with our clients on the following topics

Digital transformation as frame for digital sales

Digital Transformation


Put your business model and market approach to the test. One starting point is the customer journey. Where are the touchpoints for expanding the business? Where can opportunities for digitization be exploited?
We help you identify these levers and implement them successfully in your organization.

Digitization is changing the way we work in organizations and markets. Work is becoming more agile, more collaborative, more analytical and faster.
This requires new structures, more agile processes and new skills among employees, especially in marketing, R&D and sales.
We help you to use these possibilities to your advantage.

Digital changes in the company are expensive and should therefore achieve the desired effect.
For this, new digital requirements must be clearly defined and developed with affected employees. Are market and customer expectations exceeded? Is the implementation feasible in day-to-day business? What is the value add?
UNEX accompanies this transformation process until it is completed.

Digital transformation pricing concept. Hand holding digital tablet to check special sale price

Pricing & trade terms


Pricing is one of the approaches with the greatest leverage for profit.
Digitization is currently increasing price transparency. This makes pricing more dynamic across multiple channels.
Therefore, there are new opportunities for developing pricing strategies, ensuring price stability, creating price bundles, using price elasticities and price points, determining price acceptance, calculating volume effects, and much more.
We support you with a strong market-oriented view and the analytical UNEX pricing tools.

Terms & conditions agreements with retail partners have an expiration date and should be regularly put to the test.
This is particularly relevant now, as digital services and considerations should be renegotiated with the retail.
What new digital consideration need to be included? Where are services without quid pro quos with the option to fold prices?
We help you to bring structure and margin back into your terms & conditions system. The effects are analyzed with the UNEX pricing simulation tool and therefore reduce your risk?

You have renewed the condition system with retail partners? But now you also want to harvest the effects.
Then you need performance indicators and a control system. Because profit can only be generated if the key account managers and the field service demand the new conditions.
We help you to develop the right performance indicators. Using digital tools such as Power BI, we implement the reporting in your sales department so you get your data in realtime.

Excellence Word Cloud and digital sales

Marketing & sales excellence


Sales excellence comes from sales effectiveness and efficiency.
Find out in which national and international sales departments there are opportunities for optimization.
UNEX has developed assessment tools that test multiple factors. These include, for example, potential-oriented territory management, sales steering, sales structures, inside sales or digital sales tools.
In addition to the assessment, we work with you to develop deficits into strengths. From strategy to implementation and jointly with your sales organization.

“Digital sales” challenges sales organizations anew:
strong digital marketplaces, softening of sales territories, new e-services of retailers and e-commerce ambitions of the industry.
Markets, channels and profits are currently being redistributed. Be part of it.
We support you in developing a powerful digital sales strategy. Everything starts market centric with the customer journey. After that, the market approach and relevant measures are developed together.

Marketing budgets have been shifted towards online in recent years. At the same time, channels, online marketing, web tools and algorithms have become highly dynamic and complex. How effective is your marketing now?
We support you in two main areas: First, an adaptation of marketing structures and online skills of employees. Second, with marketing dashboards that show what online effects your marketing is achieving.

Trusted by top players in the industry

What our customers say

“UNEX analyzed our complex market situation with a high degree of professionalism and presented it in a way that was comprehensible and new to us. Together, we were thus able to develop actionable recommendations for the market.”

Alfred Kärcher Vertriebs-GmbH

“The concept developed with UNEX is good and coherent – but also ambitious. It takes us and our company to a new level.”

Vöslauer Mineralwasser AG

“UNEX has created value here. We are very satisfied.”

Katjes, Your Content Goes Here

“Together with UNEX, we reviewed and optimized our pricing and discounting system. The new system has been successfully implemented and has fully met our expectations.”

Hamberger Flooring GmbH & Co. KG, Your Content Goes Here

“With support from UNEX, we have optimized cooperation with our retail partners. I am very satisfied with the success of the project.”

Electrolux Hausgeräte GmbH, Your Content Goes Here

“UNEX supported us in the design and implementation of our growth strategy. I am very satisfied with UNEX’s professionalism and the project result.”

Westag & Getalit AG, Your Content Goes Here

Leading minds. Latest publications.

HR KPIs

October 2nd, 2018|

Eckpfeiler für ein steuerungswirksames HR KPI Set HR ist ein essentieller Erfolgsfaktor, doch gerade in diesem Bereich herrscht in [...]

At UNEX we focus on the combination of deep industry know-how and industry specific methodology. We are proud that all our recommendations have been implemented. The high number of returning customers is the best proof of our customer satisfaction. Contact us today and find out how we can support building your business.

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