Client Profile
Product: Plastic Injection Molding
Market: Automotive, Consumer Tools, Electronics, Housewares, Home Improvement, Toys, Medical
Position: Existing $12 Million company servicing markets worldwide

The Assignment:
Founded in the early 1980's, family owned and operated Y Company produces high quality injection molded components servicing a variety of industries. The company, with over 200 employees operates a plant in Ontario California as well as a large Maquiladoro in Baja California. The company sought to dramatically increase its presence in the American marketplace with the sales goal of $20 Million within five years.

The Method:
More than two years ago, PH&A began Company Y's program by researching and developing a range of marketing collateral including a Corporate Capabilities Brochure, Web Site, Specification Sheets, Stationery and Signage. Additionally, PH&A implemented and trained sales personnel on how to use a companywide software-based sales contact manager to track leads through each stage of the sales cycle, transfer leads between sales personnel, generate automatic fulfillment packages as well as provide weekly sales reports to be reviewed at each weekly sales meeting. Furthermore, PH&A provided ongoing sales training emphasizing the value of relationship selling and acting as problem-solvers versus "order takers" and also included specific suggestions for overcoming language barriers and common objections to doing business in Mexico. PH&A also implemented weekly sales meeting agendas and standard reports to be completed by sales and customer service personnel to establish accountability and add organization to the sales effort. Finally, PH&A positioned Company Y in the marketplace as a leader in plastic injection molding, emphasizing selling based on capabilities versus price. PH&A is currently providing weekly, personally phone verified sales leads augmented by direct mail campaigns to aggressively attack new markets as well as developing a Search Engine Optimization program to increase sales leads generated from web searches on the major internet search engines. These efforts lead to the establishment of an internal, pro-active sales team with increased communication, effective sales training, fresh, quality sales leads and state-of-the-art sales support materials.

The Result:
Since the inception of the PH&A program, Company Y has increased sales during a recessionary period. Last year, the company increased new sales alone by over $1 million and has accumulated more than 100 interested prospects that are being aggressively followed by sales staff for future sales. Furthermore, the sales and customer service departments participate in weekly, strategic sales meetings, so all pertinent leads are tracked and discussed on a constant basis to maximize new business opportunities and sales personnel efficiency.