Case Studies

Case Studies- Executive Overview
We can make a big difference for your company as you move forward in your marketing, sales, or operational efforts.  Some of the ACTUAL RESULTS we have achieved for our clients include:

• Tripling the revenue of a service/training business.
• Increasing customer base by 300% and improving sales by 400% in less than one year. Strategy was soon utilized at locations nationwide.
• Drafting, negotiating, and then being awarded a $2.2 million dollar project with the federal government.
• Converting a $60,000 small business to a $500,000/year industry leader in less than 2 years.
• Increasing unique visitor traffic by 250%, resulting in conversion growth of 150% in less than 6 months.
• Improving prospect-to-customer conversion ratio by 350%.
• Increasing customer retention by 800% by creating and implementing customer retention methods.
• Revitalizing a poor performing family restaurant franchise and converting it into the top performing location within 9 months.
• Increasing the average sale amount by 40%.
• Building a profitable café and catering business by increasing revenue by 50% over a 2 year period.
• Reducing employee turn-over from 30% to 13%.
• Cutting overhead costs by $150,000 per year at a $6 million facility.
• Increasing sales from $600,000 to $1.2 million within a 2 year period.
• Developing two new revenue-generating services that generated over $100,000 in less than 9 months.

Case Studies
Manufacturer with Declining Profits  |  High Traffic Website with Limited Sales
Service Business Unable to Manage Growth  |  Production Plant with Image Problems
Law Firm Wishing for Nationwide Reach  | Researcher Wishing to Create New Income Stream

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Manufacturer with Declining Profits

THE PROBLEM:

A manufacturing firm was experiencing a decline in profits despite a large sales staff and extensive advertising campaigns. They believed this problem was relative to the difficulty the sales team was having locating retail resellers. Having a nationwide reach, resellers had become a critical component to both the pre- and post-sales processes (e.g. product demonstrations, installation, and warranty-covered maintenance.)

OUR ANALYSIS:

After reviewing sales processes, order fulfillment and analyzing competitors, we determined the following issues were hindering growth:

• The sales team was not properly educated to speak the end-user’s “language.”
• The sales team did not know how to adequately position the product line against that of the competition.
• There were no incentive programs to attract resellers from competitors.

 OUR APPROACH:

We created and implemented a two-pronged marketing approach targeting both resellers and end-users. The marketing approach to resellers was to guarantee sales leads each month that would be restricted to preset geographic territories. Alternately, end-users were targeted by online marketing, partnerships with industry non-profit and membership organizations, and advertising in end-user trade publications.

THE OUTCOME:

Sales numbers increased by over 1500%, authorized resellers increased by over 300%, and our client quickly became a leading manufacturer in its industry.

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 High Traffic Website with Limited Sales

THE PROBLEM:

A retail store decided to extend its reach on a nationwide basis by offering its products online. After spending money on website development and implementing a comprehensive shopping cart, an aggressive (and expensive) marketing campaign was launched. However, limited sales were generated. We were retained after the existing marketing firm failed to increase online sales.

OUR ANALYSIS:

The website was reviewed including key phrases, content and hidden text (such as ALT, title and META tags), navigational flow, and overall usability. In addition, traffic logs, search engine rankings, and link popularity were also analyzed. Upon careful review of the traffic logs, we noted that while there were a significant number of unique visitors and the average duration of a visitor exceeded seven minutes, the visitors always seemed to exit on the same page within the site. Further analysis indicated that visitors were leaving the site despite progressing far enough into the shopping cart that the order was one step from completion.

We then attempted to place an order and noted two missing, yet necessary, components:

• No mention as to whether the customer’s credit card and other data were safe.
• At checkout, the shopping cart did not estimate shipping charges and instead indicated that shipping would be added when the order shipped.

 OUR APPROACH:

We created a “safe and secure” logo which was placed on each page of the website. In addition, a brief paragraph about the site being “safe and secure” was placed on the page right before the credit card fields.  We also changed the client’s e-commerce solution to one that allowed for real-time shipping charges to be calculated into the total price.

 THE OUTCOME:

Within two business days after our revisions, the client’s online sales surpassed that of the retail store’s daily totals. Upon an annual review, total sales for online purchases were nearly triple that of the retail store.  Today, the retail storefront has gone totally virtual, has substantially increased profits, and has decreased overhead expenditures.

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Service Business Unable to Manage Growth

 THE PROBLEM:

An online, service-based company wanted to boost monthly revenues but did not have the staff to meet the increasing demands of providing more services. In addition, the company was turning away nearly 50% of prospects due to prospect budget constraints.

OUR ANALYSIS:

Our review included observation of sales calls with prospects. In addition, we surveyed existing or previous clients to determine what additional services could be offered. We then concluded:

• Prospects were not qualified or profiled before the sales pitch.
• Existing and previous clients wanted products in addition to services.
• Company was not utilizing strategic partnerships/business relationships to full advantage.

OUR APPROACH:

Before we addressed the issues for new offerings, we first began by developing a stronger marketing strategy to reach the desired target audience. This included the creation of an online questionnaire to qualify prospects before reaching the sales department. In addition, we prepared an intake sheet to better capture the demographics of prospects.

Using the demographic data as well as survey results, we worked jointly with the client to develop several new offerings that included:

• Products available by digital download.
• Seminars taught by telephone allowing those with limited budgets to take advantage of services in a group setting.
• Broadened service offerings by creating a commission-based lead referral program to subcontract work to strategic partners/business relationships.

THE OUTCOME:

At the annual review, revenues had increased by nearly 150%. The marketing plan for the upcoming year included expanding digital downloads and webinars/webcasts.

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Production Plant with Image Problems

THE PROBLEM:

A decline in the economy and significant technical advancements were forcing a locally based production plant to run extremely high overhead costs. Ultimately, this resulted in pricing so outrageously highthatthe business could not effectively compete against nationally operated, cutting edge competitors. The plant was rapidly gaining a reputation for being overpriced, and sales opportunities were dismal. The plant was fearful of what the future held.

OUR ANALYSIS:

After analyzing the pricing structure, including the loaded labor rates, we discovered that the plant was not running at maximum capacity due to a commitment to “deliver on time, every time.”

OUR APPROACH:

We initiated an aggressive marketing campaign seeking strategic alliances with smaller production plants in the same industry. This strategy allowed our client to take in more business than it could handle (therefore, maximizing productivity) and to develop an alternate revenue stream based upon a finder’s fee. We then re-designed the corporate image to one that was fresh, creative, and eye-catching. All marketing materials were updated with the new image including the website. With a strong website in place, we began capturing nationwide opportunities thus virtually eliminating the need to market solely to the local market to gain business.

THE OUTCOME:

Within six months, the buzz around our client resulted in renewed local interest and a change in image perception. In addition, our client was able to pick and choose projects while farming the rest out to members within the strategic alliance thereby optimizing their customer satisfaction rate and retention.

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 Law Firm Wishing for Nationwide Reach

 THE PROBLEM:

A law firm specializing in high profile and very scientific cases had developed a strategy package (including journal reports, Daubert/Frey standard arguments, etc.), and wanted to reach law firms nationwide.

OUR ANALYSIS:

We discovered that the law firm was currently distributing the package via hard copy in the form of compact discs and workbooks. Since new research and case law relevant to scientific cases were constantly changing, this resulted in costly monthly mailings to law firm subscribers.

OUR APPROACH:

Utilizing web technology, we worked with a programming team to create a secure archiving system. We were able to reduce the monthly subscription fee by 50% due to lessened overhead expenses. Then we developed and implemented a marketing campaign targeting law firms and offered a free 30-day trial. If interested, the law firms would visit our client’s website and sign up online.

THE OUTCOME:

Within two months after the marketing campaign was launched, subscription rates jumped by over 250%.  In addition, due to the high volume of traffic to the secure archiving section of the website, the client was able to generate additional income by allowing advertisers to market to attorneys and other legal professionals.

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Researcher Wishing to Create New Income Stream

THE PROBLEM:

A researcher dealing in a very specialized field of study was looking to find alternate methods in which to increase revenues.

OUR ANALYSIS:

After meeting with the researcher, we discovered that a) there was a great amount of data collected, b) there was a demand for the type of data offered by the research, and c) there was virtually no competition that could offer this type of specialized information.

OUR APPROACH:

Working collaboratively with the researcher, we developed a unique training and certification program that met the demands of the market. We did this by offering the training and certification program via telebridge, and distributed materials in an electronic format.

THE OUTCOME:

At the time of this case study, the program we helped to develop was launched. Within two weeks, income had increased by over $50,000 and the forecast for future sales is excellent.

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