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Below are a series of case studies that are examples of what ActionCOACH has done for clients all around the world.

Case Study #1: Gymnastics and Competitive Cheer Facility

Business Challenge: A free trial class is offered to convert prospects to enrolled students. The gym does approximately 410 free trials annually and converts 57% to enrolled students (sale). Goal: Increase sales conversion rate on Free Trial Classes.

Actions:

Results: In 8 months, the sales conversion rate increased from 57% to 69% (combined average for the year was 64%). Based on 410 free trials per year, this strategy generated 49 additional new customers. At an average $ sale of $108.58 and 4.61 transactions per year, this represents incremental sales of $25,055. The cost to the owner was negligible – it was simply a matter of retraining the team, follow-up by office staff and tracking and reporting results.

Case Study #2: Manufacturer - Plastics

Business Challenge: Sales were relatively flat and margins were declining.

Actions:

• Identified true costs related to products.
• Tracked and analyzed estimated (quote) versus actual costs of materials and labor. Made adjustments based on findings.
• Re-focused sales efforts on ideal target customers, higher margin products and repeat orders from existing customers.
• Developed and implemented a consistent sales management process, including quote development.
• Systematized purchasing process.

Results: Within 6 months, the sales conversion rate increased 10%, material costs were reduced by 17% and profit increased 26% without any additional spending on marketing and lead generation. Net profit margin (year-end) was 3 times the industry average.

Case Study #3: Manufacturer

Business Challenge: Company had an excellent reputation for quality and on-time delivery (won awards). Company was generating about 250 NEW leads per year but only converting 6% to actual sales – a waste of time and money.

Actions:

• Clearly defined ideal target customers and specific criteria based on customer needs and company strengths.
• Developed 7 compelling reasons to choose the company – and reinforced this within our marketing and sales.
• Modified advertising to reinforce benefits and re-allocated dollars to improve lead quality.
• Developed and implemented a multi-touch sales management system, including quote process.

Results: Within 3 months, sales conversion rate increased from 6% to 15.8% and our average $ sale per transaction increased from $710 to $1,161. Overall sales increased 14% during this period.

Case Study #4: Automotive and Truck Repair

Business Challenge: While revenue was growing steady at 5%, profit margins were lower than desired (and below industry). Our goal was to increase sales to existing customers and improve overall profitability.

Actions:

• Developed USP and guarantee based on company strength (modified advertising to reflect changes).
• Increased prices of certain services based on value and competition.
• Documented service delivery, including checklists to insure consistent buying experience for all customers.
• Added ‘special touches’ to WOW customers and add value.
• Reinforced full range of services (within existing reminder system).

Results: Within 5 months, average $ sales grew from $274 to $328 (16%). Gross profit margins increased from 21% to 37% and net profit increased 14%.

Case Study #5: General Contractor

Business Challenge: Company focuses on major remodeling / renovation projects for high-end consumers. Construction projects drop off between November and February due to weather and holidays (impacting cash flow). Goal – generate high quality leads for basement remodeling during winter months.

Actions:

• Define new service offering, pricing strategy and develop checklists for efficient and consistent delivery.
• Create flyer with compelling reasons, strong offer and call to action.
• Developed list of target communities for distribution (near former customer homes).
• Distributed 500 flyers into 4 communities.

Results: Generated 4 leads and 3 sales totaling $43,000 in revenue. Investment: $180 to produce the flyers.

Case Study #6: Distributor (Power Supplies)

Business Challenge: Company had a database of over 1,000 customers that were not maintained or promoted. While some purchased multiple times, many purchased only once (average # of transactions per year was 1.4). Our goal was to increase the # of transactions and average $ sale per transaction.

Actions:

• Cleaned up database (removed 300 ‘dead’ accounts).
• Established customer value criteria (revenue, profitability) and assigned codes (A,B,C,D) to all customers in database.
• Implemented monthly phone contact with all A grade customers.
• Developed quarterly ‘stay connected’ program that promoted full range of products.
• Systematized blanket order process for easy follow-up and re-ordering.

Results: In 6 months, the # of transactions increased 25% and the average $ sale increased 11%. Without increased marketing spending, revenues increased 22%.