Established Company #1: Sales Plateau

SITUATION
After 15 years in business, sales traded in a narrow band, up and down slightly every year.

 PROBLEM
One account represented 60% of sales. Too many product flavors slowed turnover. Every distributor had a different price. Selling direct was perceived as more profitable. Sales manager was essentially tied to a desk with no travel budget.

 SOLUTION
Focused on the original product which was 80% of sales, resulting in more success with new accounts. Created a promotional plan for both distributors and wholesale direct accounts. Replaced the sales manager with a more appropriate personality, hired an inside salesperson to manage direct business. Hired a Broker who turned over Whole Foods Market business to UNFI. Supported distributor trade shows.

 BENEFITS
Grew the business by 300%, outgrowing capacity (planned for expansion happened), owners retired, and next generation is happily running the business.

For more information, contact Deb Mazzaferro at 727-258-8015 or [email protected] .