grow technology sales while reducing sales & service costs
A 40 year old family-owned company sold and serviced office machines ranging from copiers to complex banking systems. Sales were growing, but margins remained flat - management desired better margins so they could invest in new ventures
The company set the gold standard for service because they made large investments in training their service technicians
We analyzed several Value Accelerators™ and made one recommendation – with only a limited added training investment, service technicians could become sales ambassadors. After all, they visited customers on a regular service calendar, they knew when old machines needed replacement and when customers expanded their offices (potentially needing new equipment), and the customer liked and trusted them
analogy’s simple recommendation achieved the client’s objectives and has become a central factor in driving sales up by over 200% in two years
