Consider how digital innovation in the sales process can support your buyers serving themselves. How can you help your prospects educate themselves, communicate with you and in some circumstances shop from you without even speaking to a sales rep?


What stops the lubricants industry embracing digital?


Having worked with hundreds of traditional sellers in the lubricants industries and supporting network, there are common barriers to embracing digital.


Fear of the unknown, lack of direction, uncertainty of how to use digital, seeing digital in isolation and not aligned with traditional aspects of sales are just some of the reasons B2B sales can’t open up to digital.


The directive from the top to drive more miles, knock on more doors, make more calls to ‘that’ list. Are things that stop digital integration supporting sales development and sales success. We call this Cockpit Culture and talk about this much more on our leadership articles and industry pieces.


Ultimately, what got you to where you are as a


business today should not be dismissed and we certainly don’t advocate discounting the power of face to face, of the phone, of physical meetings – but it is when there occur and how they can be supported with digital engagement that can really transform and evolve your sales processes.


You can’t be expected to know what you don’t know. But as we enter a new digitalised, more connected and more immediate world, there’s no denying the more traditional B2B sectors need to adapt too.


Ok, so where can we start? Plan. Grow. Do. specialise in supporting the digitalisation of the sales process for traditional B2B industries. We can help you become aware of the opportunities and adapt to a changing marketplace to really ensure you’re selling how your buyer likes to buy and not getting stuck with old habits and how you like to sell.


You can see more to support this journey on our YouTube channel. Search Plan. Grow. Do. on YouTube.


www.plangrowdo.com update


The new year often comes with new beginnings. At the EU level, Sweden started in January to take the helm of the Presidency of the Council of the European Union – representing the interests of Member States and one of the two co-legislators (alongside the European Parliament) - for the upcoming 6 months.


Besides supporting Ukraine and strengthening energy security, Stockholm’s priorities are to pursue the green transition and improve the competitiveness of the European economy. Of particular relevance for GEIR, the Nordic country is keen to move forward on the revision of the Industrial Emissions Directive, on the revision of the Waste Shipments Regulation, and more generally on any remaining parts of the ‘Fit for 55’ package that will help the EU achieve climate neutrality by 2050.


Regarding the revision of the Waste Shipment regulation, the European Parliament overwhelmingly adopted in January in Plenary its position on the topic,


Miltiadis Bantis, GEIR President


paving the way for inter-institutional negotiations to begin. The report notably calls for a better enforcement against illegal shipments of waste (such as PFOs) and the prohibition to export hazardous waste (such as waste oils) to non-OECD countries.


Last but not least, a provisional political agreement on the Emissions Trading Scheme - the cornerstone of EU climate policy - between the Council and the European Parliament was achieved just before the holiday season. Of note, the agreement reflects GEIR’s advocacy efforts, as it foresees the inclusion of waste incinerators in the EU Emissions Trading System (ETS) from 2028. This means that more efficient waste management options, such as regeneration, will be encouraged. The deal is now pending formal adoption before it is published in the EU Official Journal.


www.geir-rerefining.org


LUBE MAGAZINE NO.173 FEBRUARY 2023


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