Case Study: Huvepharma SEA | Clyde & Kensington

Consultative Sales Training for a Multinational Livestock Health Team

Consultative Sales Training for a Multinational Livestock Health Team

Client: Huvepharma SEA

Industry: Livestock health, animal nutrition, and veterinary medicine

Location: Marriott Hotel, Kuala Lumpur, Malaysia

Audience: International sales team and senior management

Format: Two-day in-person consultative sales training program

Focus areas: Consultative selling, negotiation, value communication, account management, qualification, and follow-up

Countries represented: Malaysia, Indonesia, the Philippines, Korea, France, and Brazil

Testimonial

“The training was not just theoretical; it provided real, actionable strategies that can be applied immediately in the field. Yiannis is an excellent trainer who keeps the sessions engaging while delivering strong, clear insights. Highly recommended for anyone looking to improve their consultative selling skills.”

Kim SungKyun | Huvepharma South Korea

01. Overview

Huvepharma SEA is a global livestock health and nutrition business, who procured Clyde & Kensington to deliver a two-day consultative sales training program for their internationally-composed sales team at the Marriott Hotel in Kuala Lumpur.

The program focused on exploring definitions of what consultative selling means, the positive and negative components of effective salesmanship, and how to maximize existing client relationships. Topics covered included account management, value communication, and negotiation across an international group of delegates from Malaysia, Indonesia, the Philippines, Korea, France, and Brazil.

02. Key Considerations

As a multi-national operating across globally, Huvepharma SEA wanted to create a team baseline of sales behaviors, improve consistency in how their sales team communicate value, manage negotiation pressures, and develop client relationships.

The program scope was to support a technically experienced team with strong product knowledge, and to adapt the sales training to match the different personal and cultural challenges across team experiences. Several practical considerations shaped the customized training program which we built for them:

1. Varied Sales Experience Levels

The team had strong technical and industry knowledge, but delegates had different levels of direct sales experience. The training was adapted to suit all levels, and it was encouraged for senior management and team members to engage, contribute and share their knowledge and experiences.

2. Price Resistance and Value Communication

As with many industries, price competition created pressure in several sales situations. We placed emphasis on helping people communicate Huvepharma's differenciators more clearly, strengthen negotiation techniques and mindsets, and shifted the focus away from price to client benefits and value.

3. Relationships & Account Management

Account retention and relationship development were important priorities. We explored how salespeople could manage existing accounts more proactively, strengthen trust, and identify opportunities for deeper long-term engagement and growth.

4. Practical Experience Sharing Across Markets

The training also gave delegates from different countries a structured setting to discuss customer situations, compare sales approaches, and share practical experience with colleagues and senior management.

03. Our Solution

C&K delivered a two-day sales training program in Kuala Lumpur, Malaysia, customized to the requirements of Huvepharma SEA.

Before the training, delegates completed a Sales Performance Audit. This helped identify recurring development themes across the group, including consultative questioning, value communication, negotiation confidence, and account management habits.

These themes shaped the final training focus and helped ensure that sessions were built around the team’s actual sales challenges rather than a generic course outline.

Based on the audit findings and company objectives, the program focused on practical topics most relevant to the team:

Consultative selling

Qualification methods

Follow-up prospecting

Negotiation techniques

Virtual call handling

Strengthening value propositions

Account management strategies

The Huvepharma sessions were discussion-led and practical. Delegates worked through their daily sales challenges and shared as a group for collective insight. Senior management also contributed extensively to discussions around regional priorities and customer expectations.

04. Training Outcomes

1. Stronger shared approach to consultative selling

The training helped delegates by providing a new way of thinking about the importance of follow-ups, how to follow-up, and enhancing personal presentation and company branding with clients.

The training included a strong focus on questioning skills, to extract key information that makes proposals and value propositions stronger rather than being compared based on price only. The team left with new sales skills, management insights, and a ideas that they had not explored before.

2. Practical discussion around value and negotiation

Price pressure was a significant theme throughout the program. Delegates practiced using role-plays to overcome price objections, and how to present company products more effectively.

This gave the team more practical tools for handling negotiation pressure without defaulting to discounting or letting price dominate conversations.

3. Alignment across the international sales team

With delegates from Malaysia, Indonesia, the Philippines, Korea, France, and Brazil, the program gave the team a focused and strauctured setting to compare client expectations, sales approaches, and account management challenges across different markets.

This helped turn the group's international mix into a valuable practical learning resource, rather than treating the session as a standard domestic workshop.

4. Positive feedback from delegates and senior management

Feedback from the program was positive, with participants highlighting the practical nature of the sessions, the relevance of training to their world, and the usefulness of the ideas they could go and apply.

Senior management were extensively involved in discussions to enrich the sales training and highlight the important of the team's commercial priorities. This was a huge benefit to the team, making the event a rare and valuable moment for each other.