Case Studies
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Case Studies |
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Reversing A Sales Drop The client is a well established manufacturer of power transmission products and a line of cast polyurethane industrial products and components. The company's polyurethane line serves a wide range of industrial, printing, mining, and agricultural customers. A direct sales force sells to OEMs, end users, and distributors. Total sales are about $20 million. Sales of cast polyurethane products had been declining for several years. Key customers were being lost to competition. Management was frustrated and unable to turn the business around. Beta Consulting visited key customers and found that the company had failed to recognize major problems with deliveries, quality, and customer service. We created an action plan to correct internal problem, streamline procedures, and aggressively seek new business. The key to the success of this project was professional market research. Customer visits pinpointed the causes of lost business. The implementation of the action plan reversed the sales slide. |
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