{"id":1676,"date":"2019-12-09T14:37:16","date_gmt":"2019-12-09T14:37:45","guid":{"rendered":"https:\/\/www.argonandco.com\/?page_id=1676"},"modified":"2024-12-16T10:33:25","modified_gmt":"2024-12-16T10:33:25","slug":"intimite-client","status":"publish","type":"page","link":"https:\/\/www.argonandco.com\/fr\/expertises\/maintenance-et-apres-vente\/intimite-client\/","title":{"rendered":"Intimit\u00e9 Client"},"content":{"rendered":"

Contexte et d\u00e9fis<\/b><\/h2>\n

Field services repr\u00e9sentent des activit\u00e9s strat\u00e9giques pour toute entreprise qui vend des \u00e9quipements : elles sont \u00e0 la fois rentables et elles permettent de fid\u00e9liser ses clients.\u00a0\u00a0<\/span><\/p>\n

Dans un environnement de plus en plus exigeant et comp\u00e9titif, le niveau d\u2019attente des clients en mati\u00e8re de maintenance et de service apr\u00e8s-vente s\u2019est consid\u00e9rablement \u00e9lev\u00e9. Les entreprises de fabrication et de vente d\u2019\u00e9quipements doivent donc d\u00e9velopper leur proximit\u00e9 avec les clients et le terrain, ce sont des facteurs cl\u00e9s de diff\u00e9renciation. Pour cela, ces entreprises doivent parvenir \u00e0 une meilleure exploitation des informations client et am\u00e9liorer la qualit\u00e9 des interactions entre leurs employ\u00e9s et les clients gr\u00e2ce \u00e0 une formation cibl\u00e9e et \u00e0 un changement de culture en interne. Elles doivent \u00e9galement s\u2019assurer que cette proactivit\u00e9 commerciale est bien synonyme de revenus.\u00a0\u00a0<\/span><\/p>\n

Pour assurer la durabilit\u00e9 d’une strat\u00e9gie de proximit\u00e9 client, il est essentiel de recueillir les retours des clients pour comprendre leurs besoins et adapter les r\u00e9ponses en cons\u00e9quence au niveau local.<\/span><\/p>\n

Les entreprises doivent donc repenser les parcours de formation ainsi que les comp\u00e9tences n\u00e9cessaires. Aux comp\u00e9tences techniques traditionnelles doit s\u2019ajouter la gestion de la relation client afin de gagner sa confiance et sa fid\u00e9lit\u00e9 tout en s\u2019\u00e9loignant des relations transactionnelles traditionnelles de vente et d\u2019assistance apr\u00e8s-vente.<\/span><\/p>\n

Notre approche<\/b><\/h2>\n

Argon & Co accompagne ses clients dans le d\u00e9veloppement commercial de leur activit\u00e9 de maintenance et de service apr\u00e8s-vente (SAV)\u00a0:<\/span><\/p>\n

    \n
  • structuration, dimensionnement et accompagnement du d\u00e9ploiement des \u00e9quipes<\/b> commerciales ainsi que leur mont\u00e9e en comp\u00e9tences\u00a0;<\/span><\/li>\n
  • d\u00e9veloppement du pilotage de la performance commerciale :<\/b> d\u00e9finition des KPIs, conception des tableaux de bord (Power BI, tableau…), structuration et d\u00e9ploiement de la gouvernance, am\u00e9lioration continue\u00a0;<\/span><\/li>\n
  • d\u00e9veloppement de la proactivit\u00e9 commerciale des \u00e9quipes\u00a0:<\/b> d\u00e9finition des pratiques m\u00e9tier permettant de passer d\u2019une d\u00e9marche commerciale r\u00e9active \u00e0 une d\u00e9marche proactive\u00a0;<\/span><\/li>\n
  • structuration, am\u00e9lioration de la gestion<\/b> et pilotage de la base install\u00e9e\u00a0;<\/span><\/li>\n
  • d\u00e9veloppement de la connaissance client et de la compr\u00e9hension de leurs attentes<\/b> (d\u00e9marche voice of customers par exemple)\u00a0;<\/span><\/li>\n
  • structuration et enrichissement des offres de service<\/b> propos\u00e9es aux clients (audit, formations, maintenance pr\u00e9ventive\/ pr\u00e9dictive, hotline, catalogue web\u2026)\u00a0;<\/span><\/li>\n
  • r\u00e9vision de la strat\u00e9gie de pricing<\/b> des offres de services\u00a0;<\/span><\/li>\n
  • accompagnement des clients dans une d\u00e9marche design-to-value<\/b> permettant de prendre en compte les impacts sur la maintenance et le SAV d\u00e8s la phase de conception des \u00e9quipements neufs.\u00a0<\/span><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"

    Contexte et d\u00e9fis Field services repr\u00e9sentent des activit\u00e9s strat\u00e9giques pour toute entreprise qui vend des \u00e9quipements : elles sont \u00e0 la fois rentables et elles permettent de fid\u00e9liser ses clients.\u00a0\u00a0 Dans un environnement de plus en plus exigeant et comp\u00e9titif, le niveau d\u2019attente des clients en mati\u00e8re de maintenance et de service apr\u00e8s-vente s\u2019est consid\u00e9rablement […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":1674,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-1676","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"\nSAV & Fid\u00e9lisation client | Argon & Co<\/title>\n<meta name=\"description\" content=\"Argon & Co accompagne ses clients dans le d\u00e9veloppement de leur activit\u00e9 de maintenance et de service apr\u00e8s-vente.\" \/>\n<meta name=\"robots\" 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