"The advice and services supplied by Sales Refocusing have created a strong business focus and positive flow back into our organization."

Cathal Ryan, Sales & distribution Director,
Irish Pride Bakeries


Case Study: Owner Managed Company - Glassware & Accessories for on-trade pub business

Achievement

Company more focused and structured enabling the owner to have the time to increase productive partnership with key existing and potential clients.

Our Approach

  • Installed a customer grading system to enable the companies two Sales Reps to focus more of their time on business potential and reduce some field operating costs.
  • Restructured company Job roles to increase a self managing approach and clarify essential business building activities.
  • Introduced a Needs Based interviewing process for Manager Director and Sales Reps to highlight customer needs and selling opportunities.
  • Designed effective field presenting tools to enable Sales Reps increase product listings
  • Upskilled the role of Customer Services tele-person to include product promoting and account collection.
  • Installed accurate, user friendly information exchange and achievements tracking systems for field and internal usage.
  • A structured template for agreeing and reviewing essential business development plans
  • Updated stock and order system for warehouse personnel to increase turn around capability?

Results

Enabled the company to survive and grow despite increased competition by a number of the large national wholesale organisations.