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Case Study 1: National Plant & Tool Hire Association (UK Based)

Hire Logo

COMPANY PROFILE

Sales: £ 1 million

Employees:15

Products: Leaflets to industry, insurance, advice line.

Markets: Private people, corporate clients, new start up’s& existing hire centres

ASSIGNMENT

Sales turnaround jointly with MD & Board

Mix of new ideas and active selling

IMMEDIATE ISSUES

  • Low sales
  • Highly respected industry MD with weak management team
  • Totally reactive
  • Poor record keeping
  • New data base installed no training given
  • Numerous internal politics created by one person
  • No sales process
  • Poor data capture

KEY TURNAROUND ACTIVITIES

  • All leads channelled through one outlet only
  • Monthly meetings with MD to stay on track
  • Staff training to gain as much data as possible &close over the phone
  • New training regime for data base
  • Management team reduced by 2
  • Sales cycle introduced
  • All leads generated / gained, given to BDM
  • A full proactive program with minimum 4 Sales & 2 service visits per week

RESULTS

  • 2 new client’s gained and active each week over a 10 month period.
  • Increase in insurance premiums commission fed back to association.
  • 2 New product launches
  • Increase in leaflets through service visits
  • Greater impact from exhibitions and shows attended, in turn easier lead generation to convert into new business.

Case Study 2: Logistical Company (Midlands based)

Logistical Support

COMPANY PROFILE

Sales: £ 400K Complete Sales turnaround

Employees: 6 Full time staff & 50 Part time staff

Markets: Car dealerships, Driver recruitment agency, small clothing outlet.

IMMEDIATE ISSUES

  • No lead generation procedure.
  • Totally reactive
  • No lead capture system
  • Poor website data , graphics and functionally
  • Office lacked scope due to size
  • Mismanagement of key staff
  • No sales or selling implementation

KEY TURNAROUND ACTIVITIES

  • Recruit one full time sales rep
  • Recruit one full time out bound proactive caller
  • Introduce minimum 3 new sales visits per-week
  • Full proactive selling on driver recruitment
  • Year one introduced a new product
  • Year two recruited a driving consultant
  • Year one purchased a new truck, funded from revenue from increased sales
  • Year two purchased second vehicle and 3 new trailers funded from revenue from increased sales
  • Year three launch vehicle storage as new product
  • Year two revamp website ( on-going)
  • All new staff on sales commission scheme
  • Year three relocation needed

RESULTS

  • Client base 46 increase in three years to 563
  • Second year turnover in excess of 1.5 million
  • Third year record sales in 15 years of trading
  • Increase in web traffic 10 fold
  • Relocated to three thousand square feet warehouse and office space
  • Full time staff increases to 12 part time increases to 75.
For more information please contact one of our Business Experts who will be more than happy to discuss any aspect in more detail.

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