Marketing Results provides web development and internet marketing specialising in high-throughput lead-generation marketing.
Duration:
6 months
Situation:
Craft-shop situation in sales and production impairing the ability to easily scale the business.
Action:
Introduce division of labour to both sales and production environments. Add a master scheduler to plan both functions. Add the standard Ballistix sales management-information system. Custom build a part-manual / part-electronic production scheduling system.
Result:
The salesperson now has twice the output for half the time spent — a 400% increase in throughput. Sales have increased by 30% and, in production, on-time delivery and service quality has improved significantly. Business is growing effortlessly.
Agentrics
Speaker:
Fabiano Aguilar. Senior vice president, Americas and Europe.
Location:
USA
Product:
Agentrics provides supply chain and procurement services to retail giants like Walgreens in more than 20 countries.
Duration:
12 months
Situation:
No formal pre-existing sales function.
Action:
Build a centralised salesforce able to operate on an international basis.
Result:
Salespeople now perform five to fifteen business development meetings each week.
9-Wood
Speaker:
Charley Courey, President
Location:
USA
Product:
Specialty manufacturer of suspended wooden ceilings
Duration:
7 months
Situation:
Project managers would oversee many tasks in the production process simultaneously. Bottlenecks slowed execution and inhibited responsive customer service.
Action:
Ballistix standardise the workflow process and put in place technology and central coordinator to manage and oversee hand-off of tasks through individual phases.
Result:
Improved execution and management has visibility of the process to respond to scheduling crises before they arise. There is now capacity for higher throughput without bogging down delivery.
Kitagawa-Northech
Speaker:
Tim Winard, Chief Operating Officer
Location:
USA
Product:
Develops and manufactures work-holding products for companies in North and South America that perform CNC machining.
Duration:
6 months
Situation:
BDMs held many responsibilities meaning they had a limited ability to increase activity in response to the GFC.
Action:
Ballistix used division of labour to create a sales support and promotion team and get Kitagawa’s territory managers out seeing more customers.
Result:
Kitagawa has an easily scalable sales process where BDMs now perform three times as many appointments with one-third fewer people in that position and management has complete visibility of existing opportunities.
Orion Energy Systems
Speaker:
John Scribante, President
Location:
USA
Product:
Ultra-efficient energy management systems for the commercial and industrial sectors.
Duration:
9 months
Situation:
No formal sales process and salespeople performing only a couple of BDM appointments per week.
Action:
Ballistix built a sales support team comprising sales coordinators and a promotional team using direct mail pieces to generate “warm” sales opportunities.
Result:
Division of labour resulted in BDM conducting more than 20 face-to-face appointments per week per while direct mail offers increased appointment-setting promotion dramatically.
Shippers Supply Company
Speaker:
Henry Camp, Owner
Location:
USA
Product:
Distributor of packaging supplies
Duration:
9 months
Situation:
Operating in a commoditised market where price competition prevails. No control of autonomous salespeople creating a situation where they relied on sales “superstars”.
Action:
Ballistix helped Shippers to promote “Easy Supply Program” (a new product offering to differentiate the Shippers product in market) and a sales support team to allow salespeople to concentrate solely on BDM appointments.
Result:
Now making 15-20 business development call each week and have subsequently expanded sales force to cope with increased BDM activity. Sales have increased every month since the project began.
