In addition to training Albert Heijn's sourcing and category managers, Hovingh & Partners is now working with international teams from brands such as Alfa Beta, ENA, Maxi, Tempo, Mega Image, Etos, and Gall & Gall. This includes Buying Directors, Buying Managers, Sourcing Managers, and Category Managers across Greece, Serbia, the Netherlands, and Romania.
As the market becomes more competitive, Ahold Delhaize is focused on further professionalizing its sourcing and category manager community with process-based negotiation and influence training. The goal is to consistently meet or exceed purchasing targets, build stronger partnerships, and negotiate effectively—whether competitively or creatively, depending on the situation. Systematic preparation and fact-based negotiation processes are key.
Hovingh&Partners methodology helps us with change management
Robert KooloosGlobal Director Sales Excellence, FrieslandCampina Ingredients
The Challenge
FrieslandCampina Ingredients needed to implement a single, unified sales approach across all regions that would help increase margins. This method had to be deeply embedded in every region, ensuring that it was consistently applied by all teams and led to tangible, sustainable results worldwide.
The Solution
The implementation of a tailored sales methodology for both account management and new business, delivered by local consultants to ensure it’s adapted to regional cultures and working styles. All managers received extensive training and support to anchor the methodology, ensuring consistent application and sustainable results across all teams.
The Result
FrieslandCampina Ingredients outperformed the other divisions, achieving 3.6% revenue growth and a 21.9% increase in profit, while the overall FrieslandCampina business experienced stable revenue but a significant decline in profit, decreasing by 37.2%.
About FrieslandCampina
FrieslandCampina produces and sells dairy products worldwide. With an annual turnover of around €14 billion, the company operates in 32 countries and employs approximately 23,000 people. This makes FrieslandCampina one of the largest dairy companies globally.