Case Study

Fleet Sales organisation becomes more fleet of foot with PEP

Our client is in a highly competitive a price sensitive sector. They identified a range of opportunities to improve their performance.

Client issues:

• They wanted to grow their revenue by 20% to be achieved through new business and incremental sales to existing clients.
• Associated with this was a need to be more proactive
• Less reactive
• Not just taking orders
• Improved response / dealing with complaints
• Reduce administrative time, especially duplicate forms
• Reduce response times from the set-up stage to follow up activity with proposals sent to dealers
• To spend more time focused on selling
• At the same time, the client was moving premises and was concerned about loss of productivity associated with the move.

PEP Responses

• PEP developed a tailored program which incorporated most of the PEP principles and added PEP content and coaching focused on a “smooth move”

Outcomes

• The time savings from PEP facilitated a new initiative whereby Friday mornings were now blocked out to target additional business by proactively calling clients and prospects. A revenue increase of 15% was attributed solely to this initiative.
• The forms uses to capture data were reviewed / revised to be more “user friendly” thereby reducing admin time, which, in turn, was redirected into sales activity.
• Customer turnaround time was reduced. Although difficult to quantify, our client believed the improved customer service made a positive contribution to revenue
• The client and staff was ready for the relocation which went smoothly. The client took the opportunity to instill a new working way / culture.

 

PEP changes forever the way people work.