Case Study 5

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Cost reduction and profit improvement for businesses

Sales Problems Large and Small

SITUATION: Customers were fleeing to the competition. Pricing and profits were dropping. Sales objectives were not being met. This same problem applied to separate $1 and $100 million per year cases.  

SOLUTION: All aspects of the selling cycle and the products were examined. Problems were found with the products, how they were presented, and the selling relationship with the customers. Solutions included quality programs in production, interpersonal skill and sales training, and strategic product repositioning. Sales growth of 5 to 20% over the next several years exceeded initial objectives in both the $1 and $100 million annual sales cases. The estimated five year cumulative revenue gain from these two cases totaled $30+ million.

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Cost Reduction & Profit Improvement
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