Experience & Testimonials
Not Theory. Real Experience.
Every ASTHA module is built on real situations from the field. Here is one of them, along with the lesson it now brings to the classroom.
Case Study · Key Account Management
Renewing a National Account Partnership After Six Years
Situation
For six years, KFC, one of Indonesia’s largest quick-service restaurant chains, had not worked with Nestlé Professional.
Challenge
Reopening the door to a national account that had long worked with other suppliers, and proving the value Nestlé Professional could bring.
What Was Done
Instead of starting with Purchasing, Partogi approached KFC’s Marketing team, the people who think about menus, campaigns, and customer experience, and built the need from there.
Result
KFC returned as a Nestlé Professional customer. National account sales grew 22% in 2021.
Lesson for Sales Teams
The way into a large account isn’t always through Purchasing. Purchasing compares prices, while Marketing looks for ideas that sell. Find the people in your customer’s organization who feel your product’s value most, and build demand from there.
Covered in module: FL-3 Customer Mastery
What Participants Say
“The training introduced many new terms for me. I hope it will benefit both me and my company. You were patient in teaching us. Field people like us can be hasty and don’t always plan carefully.”
Dewi, PT Fastrata Buana
Negotiation training participant, delivered with ProxsisMark, June 2026 · Translated from Indonesian
Gallery
Inside the Classroom
