Client Results

Selling Strategy Implementation

Situation: Turfline International an entrepreneurial firm with sales and distribution in 20 states and three continents had sales issues. Distribution relationships were poor causing friction in the supply chain. Customer attrition was high enabling competitors to purchase other products while Turfline lost increasing market share. Finally, Turfline representatives spent wasted hours on paperwork and were lacking field productivity.

Solution: Turfline International required a significant and proactive marketing and sales plan to help increase revenue and profits. After a thorough analysis which included focus groups, shadowing, and customer surveys, interviews and assessments, We found that Turfline required:

• Differentiation in the marketplace
• Increased lead generation
• Value to the supply chain
• Efficiency in order fulfillment
• New service and product strategy
• Client retention and communication of product value

First we developed a consistent, clear and interactive dialogue with Turfline distributors. We also distinguished large distributors from smaller ones and ensured that high-generating vendors received attention and discounts based on sales. More importantly, we established account representative for personal attention and service.

Once relations with distributors were stabilized and improved we then focused internally. We created an account management profile, account territories and descriptions and a formal sales and marketing training program based on overall strategic requirements?. All representatives were then introduced to CRM systems, trained and held accountable for revenue and client retention.

Results: The program has vastly increased the sales and service at Turfline. The firm reestablished itself from market bleeder to a market leader. Now a streamlined sales organization with increasing sales performance exists. Profits have increased by 15% and client loss? Distributor attrition is down to 5%. Sales orders are fulfilled within 48 hours and relations with distributors have dramatically increased.

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Increasing Sales Productivity

Situation: LMS is a non-asset-based, third party logistics provider that brings millions of dollars in transportation cost savings to companies like BASF, Monsanto and The Scotts Company. LMS is a growing organization and needed new sales talent and needed to increase its selling capabilities. The logistics business is very competitive and LMS required selling efficiencies and higher production from its sales personnel.

Solution: We designed and implemented programs for its professional and selling development program in the areas of innovation, behavior change and professional conduct. Our detailed analysis determined that representatives required discipline in:

• Differentiation in the marketplace
• Increased lead generation
• Customer relationships
• Account management
• Industry and competitive analysis
• Client preparation and analysis
• Thorough client needs analysis
• Clear and consistent closing techniques
• Territory goal management
• Accountability plans

Results: Those programs have been provided for individual contributors on a regular basis. Within the first several days of the programs sales representatives experienced quicker closing ratios. Gap analysis illustrates a closure rate of 76% up from 27% and lead times down to 40%. In fact, one week after workshop completion one representative closed his largest

Customer Experience

Situation: Reliv International an international manufacturer and marketing company required customer service assistance. Stressful telephone calls, unfulfilled orders, incorrect quantities and arguing with telephone representatives were daily occurrences. Management needed production efficiency.

Solution: We designed a program that helped to develop greater emphasis on customer service and relationships, and a return to business results that end competitive threats.

To understand volatile areas we carefully analyzed personnel, procedures and processes. Using our Fast Track™ analysis, we were able to quickly identify personnel strengths and limitations and procedural issues.

We administered an assessment to identify traits associated with communication, behavior, work ethic and work style. We then developed a three month program that covered fundamental communication productivity and accountability skills. More importantly, our approach took minimal time away from production so that there was no negative impact to productivity. All work was completed on site so that employees saw immediate application to their daily business processes.

Results: The Fast Track Programs™ has vastly increased the level of internal and external customer relations and support. Since inception, call volume increased by 22%. Dissatisfied client calls deceased by 15% and employee attrition dropped from 20% to 8%. We worked with upper management to alleviate management attrition and employee workplace stress. The client continues to report production increases and has included periodic training in ongoing management objectives.

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Here’s a list of satisfied clients!

• AAIM Management
• Aegis Metal Framing
• American Council of Engineering Companies
• American International Group
• American Public Works
• American Red Cross
• American Seafood
• American Society for Training and Development
• Arctic Cat
• AT&T
• Bank of Tokyo
• Bausch and Lomb
• Bayer
• Blue Cross/Blue Shield
• Bridge Information Systems
• Business Professionals between Jobs
• Butler Supply
• CB Gundaker
• Central Electric Power Cooperative
• Clinical Laboratory Management Association
• Coldwell Banker Gundaker
• Compliance Services International
• Cooperating School Districts
• Credit Union Conferences
• eMed International
• ESPW Association
• First Missouri Credit Union
• Florissant Valley Chamber of Commerce
• Gateway Home Builders Association
• Hawaii Top Ten NetworkNew York Times
• North American Electrical Distributors
• North Rural Electrical Cooperative
• Phoenix Cement Company
• PNY Electronics
• Popular Leasing Reliv International
• Quicken Loans
• Reuters North America
• Rockwood School District
• ROHO Group
• Safety National Casualty Corporation
• Sales Professional Association – St. Louis
• Savvis Communications
• Siemens
• St. Regis Hotels
• State of Utah – W. I. C. Program
• State Street Bank
• Sybron Chemicals
• Toastmasters International
• Turfline International
• UniGroup
• United States Postal Service
• United Way
• UPS
• Veritas
• Webster University
• Whitestone Corporation
• Wine Sergi Insurance Group
• Wright Patterson Air Force Base

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Call 877-391-6821 to get results for your selling team!