Let us help you achieve the results your deserve!
Below are a series of case studies that are examples of what ActionCOACH has done for clients all around the world.
Case Study #1: Gymnastics and Competitive Cheer Facility
Business Challenge: A free trial class is offered to convert prospects to enrolled students. The gym does approximately 410 free trials annually and converts 57% to enrolled students (sale). Goal: Increase sales conversion rate on Free Trial Classes.
Actions:
- Began tracking sales conversion rates (by coach / class).
- Communicated / retrained coaches on the process for free trial students and reinforced how important these are to growth.
- Implemented office follow up process for those who did not enroll immediately following the trial class.
- Reviewed results monthly with team.
Results: In 8 months, the sales conversion rate increased from 57% to 69% (combined average for the year was 64%). Based on 410 free trials per year, this strategy generated 49 additional new customers. At an average $ sale of $108.58 and 4.61 transactions per year, this represents incremental sales of $25,055. The cost to the owner was negligible – it was simply a matter of retraining the team, follow-up by office staff and tracking and reporting results.
Case Study #2: Manufacturer - Plastics
Business Challenge: Sales were relatively flat and margins were declining.
Actions:
- Identified true costs related to products.
- Tracked and analyzed estimated (quote) versus actual costs of materials and labor. Made adjustments based on findings.
- Re-focused sales efforts on ideal target customers, higher margin products and repeat orders from existing customers.
- Developed and implemented a consistent sales management process, including quote development.
- Systematized purchasing process.
Results: Within 6 months, the sales conversion rate increased 10%, material costs were reduced by 17% and profit increased 26% without any additional spending on marketing and lead generation. Net profit margin (year-end) was 3 times the industry average.
Case Study #3: Manufacturer
Business Challenge: Company had an excellent reputation for quality and on-time delivery (won awards). Company was generating about 250 NEW leads per year but only converting 6% to actual sales – a waste of time and money.
Actions:
- Clearly defined ideal target customers and specific criteria based on customer needs and company strengths.
- Developed 7 compelling reasons to choose the company – and reinforced this within our marketing and sales.
- Modified advertising to reinforce benefits and re-allocated dollars to improve lead quality.
- Developed and implemented a multi-touch sales management system, including quote process.
Results: Within 3 months, sales conversion rate increased from 6% to 15.8% and our average $ sale per transaction increased from $710 to $1,161. Overall sales increased 14% during this period.
Case Study #4: Automotive and Truck Repair
Business Challenge: While revenue was growing steady at 5%, profit margins were lower than desired (and below industry). Our goal was to increase sales to existing customers and improve overall profitability.
Actions:
- Developed USP and guarantee based on company strength (modified advertising to reflect changes).
- Increased prices of certain services based on value and competition.
- Documented service delivery, including checklists to insure consistent buying experience for all customers.
- Added ‘special touches’ to WOW customers and add value.
- Reinforced full range of services (within existing reminder system).
Results: Within 5 months, average $ sales grew from $274 to $328 (16%). Gross profit margins increased from 21% to 37% and net profit increased 14%.
Case Study #5: General Contractor
Business Challenge: Company focuses on major remodeling / renovation projects for high-end consumers. Construction projects drop off between November and February due to weather and holidays (impacting cash flow). Goal – generate high quality leads for basement remodeling during winter months.
Actions:
- Define new service offering, pricing strategy and develop checklists for efficient and consistent delivery.
- Create flyer with compelling reasons, strong offer and call to action.
- Developed list of target communities for distribution (near former customer homes).
- Distributed 500 flyers into 4 communities.
Results: Generated 4 leads and 3 sales totaling $43,000 in revenue. Investment: $180 to produce the flyers.
Case Study #6: Distributor (Power Supplies)
Business Challenge: Company had a database of over 1,000 customers that were not maintained or promoted. While some purchased multiple times, many purchased only once (average # of transactions per year was 1.4). Our goal was to increase the # of transactions and average $ sale per transaction.
Actions:
- Cleaned up database (removed 300 ‘dead’ accounts).
- Established customer value criteria (revenue, profitability) and assigned codes (A,B,C,D) to all customers in database.
- Implemented monthly phone contact with all A grade customers.
- Developed quarterly ‘stay connected’ program that promoted full range of products.
- Systematized blanket order process for easy follow-up and re-ordering.
Results: In 6 months, the # of transactions increased 25% and the average $ sale increased 11%. Without increased marketing spending, revenues increased 22%.
|
