Client Profile
Product: Thermoforming, Pressure forming and Vacuum Forming Plastics and Composites
Market: Aerospace, Gaming, Transportation, Medical, Electronics, Telecommunications
Position: Sales Declined From $4.5 Million to $2.5 Million in Two Years

The Assignment:
ABC Company contacted PH&A because over the course of 2 years, sales had rapidly declined from $4.5 Million to $2.5 Million. Primarily servicing the aerospace industry, the company was relying on two large customers for 90% of business. Due to a rapidly declining need for aerospace products in recent years, the company continued to lose profits while depending solely on a dealer/rep network and "walk-ins" to generate leads and establish sales.

The Method:
PH&A began Company ABC's program by researching and developing a range of marketing collateral including a new, dynamic Company Logo, Corporate Capabilities Brochure and Web Site. PH&A then established an internal software-based sales contact manager to assign, track and fulfill all incoming sales leads, as well as provide detailed weekly sales reports to company management. PH&A also developed a job description and new business -oriented compensation plan for an in-house sales representative. PH&A then recruited, hired and trained a pro-active, in-house sales person and advised ABC Company to eliminate what PH&A had found to be non productive reps. PH&A began supplying ABC Company's inside sales representative with a weekly stream of personally phone verified, high quality sales leads via the Highly Targeted Prospect Profile Program in a variety of vertical markets to diversify ABC Company's client base beyond the aerospace industry. Furthermore, PH&A established weekly sales meetings to discuss the progress of all leads and their status in moving through the sales cycle. Within 30 days, the sales representative had constructed a Top 20 Report of several highly interested prospects and had several Requests for Quotation in process. PH&A continues to provide weekly, personally phone verified sales leads augmented by direct mail campaigns and is also developing a Search Engine Optimization program to increase sales leads generated from web searches on the major internet search engines. In addition, PH&A continues to act in an advisory position in all aspects of the company from sales and marketing to production and quotations.

The Result:
Sales for ABC Company have ceased to decline and are currently in a break-even phase with profits projected for fiscal year 2004. The in-house sales representative has replaced the expensive, sluggish dealer/rep network and is actively engaged in all aspects of the sales process from initial presentation phase to quotation development. Additionally, ABC Company has diversified into the gaming, medical, electronic, transportation and automotive markets and no longer relies solely on aerospace business to generate sales.