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Supporting sales teams

Case study: Rémy Martin

The problem…
Luxury cognac brand Rémy Martin has a truly global presence: Russia, China, America, Taiwan…
Rémy needed to both:

  • ensure sales agents in all regions conveyed common brand and sales messages
  • enable them to do things that worked locally.

Our solution…
Under the banner ‘The Heart of Cognac’, we created a total sales kit, with material for all selling opportunities. Its luxurious design and production equated with Rémy’s position in the sector.

An accompanying CD-ROM enabled agents to choose items for their version of the case, then create them in their language. Rather than containing ‘pre-made’ artwork, the CD-ROM guided the agent through authoring and printing their own versions.

The result…
This tool gave sales representatives a sense of ownership and control in creating marketing; plus a sense they themselves had been given a quality tool to use.

“It’s unusual to find a boutique agency with your level of skills and experience.”
Xavier Desaulles, Rémy Martin