Industrial Success Stories

Client Profile:

• Direct sales of high performance welding filler metals used for fabrication, repair and refurbishment

• Offices across North America

• 28 employees

• $8 - $10 million in sales

• Market: North America

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The Situation:

• 18 months of declining sales

• Phones stopped ringing

• Sales department primarily made up of individuals with farming skills not hunters

• Competition getting more aggressive


The Solution:

• Profile sales team to determine best fit and assess sales skills of entire team

• Assisted in hiring new business development reps

• Develop “new client acquisition” campaign

• Train sales team in hunting skills

• Established sales targets and built in accountability to the whole team

• Deliver some training via Skype


The Result:

• Sales team better equipped to take on the new market reality

• Sales team focused and accountable to achieve goals

• 40% increase in new account acquisition in just 9 months


Client Profile:

• Provider of public and private water and wastewater systems including design, construction, and plant operations

• Located in Niagara ON & Western New York

• 110 employees


• Market: Global


The Situation:

• 3 out of 5 divisions under performing in a sales capacity

• Competition undercutting price and winning more projects

• No sales department – traditionally companies have called them, but this has slowed of late

• Sales and marketing looked at as “not my job, I’m an engineer”


The Solution:

• Profile division heads to determine how to best work with them

• Assisted in hiring marketing coordinator

• Developed skills like sending email, how to use the phone for follow-up and how to build trust and rapport

• Created accountability measures by instituting regular sales meetings and sales targets and introduced the art of funnel management

• Developed team selling approach to share abilities, skills and experience


The Result:

• Division heads better understood the need for an aggressive business development process

• Number of inquiries, proposals and quotes increased by almost 50% over the last year

• Ability to secure meetings with new prospects increased significantly

• Sales revenues increased in 2 of 3 problematic divisions


Client Profile:

• Retailer with two locations focusing on power tools and fasteners

• Located in Niagara and Hamilton ON

• 14 employees


• Market: Golden Horseshoe


The Situation:

• Two retail locations operating independently with an “us” vs. “them” mentality

• Competition undercutting price and winning more customers

• Sales department – no targets or accountability

• Everyone going through the motions – no corporate vision – low employee moral


The Solution:

• Got the entire team involved in developing the corporate vision

• Brought accountability to the sales effort by creating sales targets and instituting 90-day plans for each sales rep

• Developed a sense of team by having every employee take ownership of small initiatives and seeing them through to completion

• Assisted in hiring new key sales rep to help grow new markets


The Result:

• Sales team held accountable to meet targets – increased prospecting and new client acquisition

• Employees feel part of the future and feel heard – employee moral increasing

• Implemented strong and measurable processes to build accountability into all areas of the business

• Removed the us vs. them mentality between the two branches and created a “one company” vision


Client Profile:

• Construction company focused on concrete foundations and flatwork

• Located in Niagara ON

• 150 employees


• Market: Niagara


The Situation:

• Company has had steady growth for years but is now starting to feel the complications of their size

• Communications between divisions is becoming strained

• The company vision has changed and now unclear

• Competition from outside Niagara is starting to make a dent in sales


The Solution:

• Developed a team of people from each division to help craft the new corporate vision

• The team also identified key initiatives that needed to be implemented within the next 6 – 18 months

• Developed internal champions to ensure initiatives were implemented and measured

• Worked with estimating team to help them move from just providing quotes to providing overall value


The Result:

• Overall employee accountability increased

• By having the multiple divisions work together they developed a better understanding of each others realities and needs and internal communications increased significantly

• Estimators focused on selling value and the “we lost the bid to price” excuses diminished by over 50%


Capabilities:

• Sales Team and Sales Process Development

• Key Hiring and Online Employee Profiling

• Corporate Vision Development

• Accountability of Your Whole Team

• Marketing, Social Media and Online Presence

• Family businesses – Transition and Succession

• Helping you get things done


Scotia Bank Convention CentreNiagara CollegeBeatties BasicsIronworks NiagaraCottonExocorCataract Savings & Credit UnionGlenny InsuranceFastekASI GroupInnovative Kitchen DesignMars MetalDurathermWentworth Metal RecyclersBrand Blvd.Canadian TireRinaldi HomesCarpet Emporium

Horizon UtilitiesNiagara Christian Community of SchoolsAdvantage Restaurant SupplyCrescent FlooringDunnville Credit UnionFort Erie Public LibraryFelton BrushesNiagara BlockReuter & Reilly InsuranceWhite Meadows FarmsJanco Steel Ltd.Salit SteelVintage HotelsBenefit PartnersCorporate ChemicalsFortis OntarioTremont Yacht Furniture

Dell Smart Home SolutionsDominion Auto BodyWillix Personal TrainingCRL Campbell ConstructionCedarway FloralPrimeway CompaniesAquatrue WaterDesign ElectronicsHomes by HendriksMillers Auto RecyclingModern MosaicRegional Doors & HardwareSVAT ElectronicsVermeer’s GreenhousesWeinmann ElectricFirst Ontario Credit Union

Partial List of Clients


Industrial Success Stories

Business

Transcript of Industrial Success Stories