“Thanks to Will Stevens for leading us from darkness into light”

Geoff Brown, Sales Director 



Late in 2001, Dow Polystyrene established three key goals for its European packaging business in 2002:

A core component of the initiative was to create a modeling system that would translate key cost elements into a pricing formula, and to assist account managers in convincing the target accounts to sign up to the new processes.

Academy worked with the sales and marketing development groups to assemble costing data on all the top customers’ annual transactions, and to devise and facilitate workshop sessions with the top account managers.

Key outcomes of the initiative were: