Maximizing In-Market Opportunity

Situation
Our client was under-penetrating their market, calling on only about 1/3 of their potential account base with a traditional, geographically structured sales organization.

Actions
Developed a predictive model of customer potential based on product utilization, contract status and existing sales.
Directed sales efforts against a small number of high potential accounts.
Developed lower cost methods of servicing high cost, maintenance accounts and low potential prospects.

Results
Lowered selling costs by 2+ points while achieving an $80mm (12%) increase in volume in the first year of the program.


MAXIMIZING IN-MARKET OPPORTUNITY
Situation Our client was under-penetrating their market, calling on only about 1/3 of their potential account base with a traditional, geographically structured sales organization. Actions Developed a predictive model of customer potential based on product utilization, contract status and existing sales. Directed sales efforts against a small number of high potential accounts. Developed lower cost methods of servicing high cost, maintenance accounts and low potential prospects. Results Lowered selling costs by 2+ points while achieving an $80mm (12%) increase in volume in the first year of the program.	Back
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