Max Durkin, President of Orient Transportation Services (OTS) (name disguised to protect the client), Woburn, Massachusetts, was concerned with his firm's lack of growth. Sales had stabilized at around $3MM. It seemed to Max that while he was adding new customers he was losing others in equal numbers. OTS is a ten-year old currier service that concentrates on the Greater Boston marketplace. It employs two full time salesmen who report to Max. This reporting regimen involved talking with Max once a week about their activities, plans and competitive encounters (usually price related). The firm's dispatchers were in regular contact with the call-in customers. No other program existed to interface with current or former customers. Max estimated that there were close to 2000 customers in his firm's data bank. In order to increase net sales SALESMARK embarked on two broad programs: customer development and customer retention. Specifically, SALESMARK:
By
instituting these and other initiatives SALESMARK helped OTS significantly increase
the number of net customers and thus sales revenues. For assistance with your sales, please contact: Brooks Fenno, CMC at SALESMARK Phone: (617) 536-0197 Contact me to discuss your problems, challenges, and needs. Literature available for established companies in Northeast include:
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