Case Studies
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Case Studies |
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Sell the Full Line The client is a well established, privately owned manufacturer of disposable medical and personal care products serving first aid, hospital, general medical, and health and beauty aids markets. The company products are sold to OEMs, distributors, catalog houses, and value added remarketers. Annual sales are in the $5-10 million range. Company sales had reached a plateau despite the fact that the overall market was growing. Beta Consulting discovered that major customers were not aware of the company's full product line. The company did not keep its customers informed of new products and did not aggressively sell the full product line. Many key customers saw the company as a one product vendor. We developed a program to re-introduce the entire product line to all customers and to assure that customers were kept informed of new products and applications. Backed up by a comprehensive sales effort, the program resulted in increased business. The key to this project was identifying a simple but serious marketing problem, then taking action to correct it. |
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