Manufacturer and Distributor of PE Piping who Couldn’t Meet or Sell at Senior Decision Making Levels

Initial situation

  • Established business struggling against larger competition.
  • Average order value $55!
  • 17,500 ‘customers’ over previous 12 months.
  • Sales targets consistently missed, nationally.
  • Operating costs already paired back dramatically.
  • Sales must improve!

What we did …

  • Refocused efforts of Sales GM to ACTIVITY vs. results.
  • Introduced ‘Project: First Choice’ to be the #1 choice in their markets.
  • Refocused sales efforts on a higher level in the food chain.
  • Introduced total Sales Productivity Process focused on integrated markets.
  • Developed ‘solution selling’ skills of some and ‘imported’ others.
  • Appointed marketing manager.

Outcomes …

  • Average order value increased to $3500! (+6363%).
  • Handling (manufacturing, delivery and administration) costs dropped by 47%.
  • Sales team now engaged in higher level sales as a matter of routine.
  • Operation is highly profitable.
  • Sales targets were achieved consistently.
  • Financial year targets were increased by 120%.
For more information please contact Glenn Dobson at P: (+61) 1300 611 288 M: (+61) 0425 200 883 E: [email protected]