Read Terry's Blog
Case
Study #1:
Find
New
Growth Opportunities
Case
Study #2:
Teach An
Old
Catalog
New Tricks
Case
Study #3:
Keep
Customers
Coming Back
Case
Study #4:
Create
A Dynamic
Online Channel
|
|
Recent
Projects
& Case Studies
(Read this!
You may
get a great
idea! ...
free!)
Case
Study #1:
Find
New Growth
Opportunities
Challenge:
Client came
to us wanting
to know
how we might
go about
building
the top
line. They
had grown
their B2B
catalog
business
by 50% in
the last
three years
but were
stalling
on new growth
initiatives
at a time
when the
economy
slowed and
put additional
pressure
on margins.
Solution:
A review
of their
best product
lines and
capabilities
and their
market segments
revealed
several
high-potential
new customer
segments
and product
lines. Experienced
new product
managers
were hired
and a profitable
new product
line was
born. Promoted
by specialized
sales reps
and targeted
direct mail,
the new
lines are
expected
to produce
an incremental
$3 million
in sales
in the first
year. Peripherally,
we noticed
they were
undercharging
on shipping
and handling.
New S&H
rates and
procedures
were put
into place
that yielded
$250K in
the first
year, enough
to pay for
all the
investments
in the new
product
line.
Case
Study #2:
Teach An
Old Catalog
New Tricks
Challenge:
Client came
to us wanting
help with
their catalog
where results
were soft
and getting
softer.
Solution:
Their catalog
was being
produced
in-house
by inexperienced
people and
was not
an effective
tool. We
redesigned
the catalog,
included
more product,
doubled
the page
count (giving
million-dollar
products
"room to
sell") and
increased
mailing
frequency
to the house
file. Sales
have improved
by more
than 50%
from this
catalog
and the
payback
on their
investment
was less
than 6 months.
Case
Study #3:
Keep
Customers
Coming Back
Challenge:
Client came
to us seeking
an increase
in sales
to existing
customers
and better
retention
of their
best customers.
Solution:
We quickly
realized
that their
inbound
reps were
"order takers"
and not
"value givers".
We launched
a series
of initiatives
to replace
or re-train
inbound
reps with
more experienced
reps. Inbound
sales increased
23% in the
first year
and retention
of customers
who ordered
by phone
improved
6%.
Case
Study #4:
Create
A Dynamic
Online Channel
Challenge:
Client came
to us realizing
that, after
working
on their
online offering
for five
years, their
offering
was mediocre
at best.
They complained
about investing
as much
in the channel
as they
were making
on the sales
and they
realized
that most
of the sales
were just
being switched
from their
direct mail
channel.
Solution:
We performed
an extensive
audit of
all online
functions.
We found
that site
linkages
were blocked,
functionality
impaired,
search engine
linkages
nearly non-existent
and that
a competitor
had infiltrated
their site
and was
siphoning
off leads!
Leading
edge online
technology
was employed
to improve
functionality,
search engine
optimization,
site linkages
and security.
Inquiries
jumped 300%,
new customer
conversion
jumped 125%
and current
customer
online sales
rose 18%
in six months.
Tell us
what your
biggest
challenge
is…we would
love to
tackle it.
Back
to Top
|
