Fleet sales organisation becomes more fleet of foot with PEP

Our client is in a highly competitive and price-sensitive sector. They identified a range of opportunities to improve their performance.

 

Client issues:

  • They wanted to grow their revenue by 20%, to be achieved through new business and incremental sales to existing clients.
  • Associated with this was a need to be more proactive.
  • They wanted to not just take orders.
  • They wanted an improved responsw to complaints.
  • They wanted to reduce administrative time, especially duplicate forms.
  • They wanted to reduce response times from the set-up stage to follow-up activity with proposals sent to dealers.
  • They wanted to spend more time focused on selling.
  • At the same time, the client was moving premises and was concerned about loss of productivity associated with the move.

PEP's response:

  • PEP developed a tailored program which incorporated most of the PEP principles and added PEP content and coaching focused on a “smooth move”.

Outcomes:

    • The time savings from PEP facilitated a new initiative whereby Friday mornings were now blocked out to target additional business by proactively calling clients and prospects. A revenue increase of 15% was attributed solely to this initiative.
    • The forms used to capture data were reviewed/revised to be more “user-friendly” thereby reducing administrative time, which, in turn, was redirected into sales activity.
    • Customer turnaround time was reduced. Although difficult to quantify, our client believed the improved customer service made a positive contribution to revenue.
    • The client and staff were ready for the relocation which went smoothly. The client took the opportunity to instil a new working culture.

 

PEP changes forever the way people work.

What our clients say

"I found the PEP program very useful and one of the better training programs that I have attended. PEP is a practical program that gives results very quickly. I am now investing the time I have saved through PEP in concentrating on team building by planning work loads and priorities over the next 6 - 12 months."

Michael Miller, General Manager, Perpetual

"PEP teaches good, practical management skills. We saw results from the first day."

Managing Consultant, The Shell Company of Australia Limited

"I thought the PEP program was sensational! I saw real results immediately for myself and my team."

Giles Gunesekera, State Manager - Retail Sales, Merrill Lynch

 
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