Laird Plastics – Case Study
The financial crisis that recently shook the world was not fun for most companies nor their employees. However, the sales team at the Laird Plastics location in Calgary was able to turn lemons into lemonade in a pretty big way!
When the construction boom came to a screeching halt, the incoming calls to this plastics distributor did as well. The profit center manager knew his team would be required to make a fundamental shift by increasing the amount of business development calls, along with the quality of the contacts made.
Clear Moves helped Laird with our Revenue Hunt program to find immediate sources of revenue. We worked on some “back to basics” skill development training, created a new strategy and implemented a process to define and monitor revenue targets.
The result was $375,000 in found revenue, six months after the initial consulting engagement began. It is important to note that through our sustainability process, the numbers are accumulative over time. So when the economy begins to improve, this company will be in a far superior position their competitors.
Teck Construction
This second generation family company had done many things right for many years. They didn’t come to us in distress as is the case for most of our clients. However, during our management training program, they came to understood the theory of constraints and how it was negatively impacting their ability to grow. As a result they were able to hire the right person in the most strategic area, to free up the bottleneck. That key hire enabled the company to take advantage of a boom in construction that otherwise might not have happened. Their sales went up tenfold.
“Kevin helped us to understand and then recognize where our constraint on growth existed. Just one key hire was all we needed to remove that bottleneck and increase our throughput dramatically.” Albert Tecklenborg – President, Teck Construction.
She’s FIT!
We have been very fortunate over the years to work with some very successful companies. And in doing so we have become very astute in understanding how to work effectively with people whom have high levels of expertise.
The entrepreneurial president of She’s FIT! was already a 20 year success story when he retained Clear Moves Consulting to help set some new direction, speed up expansion plans, elevate management ability and find ways to better serve customers.
The result was identifying an additional $250,000 in annual revenue, that would have previously gone undiscovered. As of this writing we are a third of the way there and it has all transpired in only one fiscal quarter.
Tecumseh Industries
When family members are in business together, the results are varied. For some, it is the best decision possible and for others not so much. In this case, the challenge was the older brother was working for the younger brother (which is most often not a good idea) and both were shareholders. Their communication had almost entirely broken down, negatively affecting manufacturing quality and output. The key in the Clear Moves strategic planning session was to help the brothers envision and design a future they could both get excited about.
That process began the dialogue about a possible buyout and within two months the brothers had an agreement in place for the older brother to move on to a more fulfilling career. The communication started again and the family connection was intact. This was one of our proudest moments as consultants.
“I am sure, the result of our strategic planning session with Kevin is a text book case of how powerful a process like this can be. Not only did our family situation improve dramatically, which is priceless, the improvement in our manufacturing capacity is probably worth in excess of $100,000.00.” -Rob Palmer- President, Tecumseh Industries
AIWO
India is far away yet the challenges for business success are really no different from those in our part of the world. However, as an emerging nation, some business fundamentals come across to them as “Western Practices” instead of best practices. Two of our project team members were very skeptical with most of concepts and processes we were developing. However, with a little patience in the change process and some additional coaching, these business development champions made a breakthrough and closed their biggest deal yet.
“Yes we were skeptical at first. Even with our new economic prowess, India has many traditions that are different from the west. However, what Kevin Moloney helped us to see was that the basic fundamentals of how people want to buy, transcends all boarders.” – V. Ramesh, AIWO
Dishnet DSL
When the regional Vice- president of Dishnet DSL, (formally owned by C. Sivasankaran of Sterling Infotech Group, India) first recognized the potential to make improvements in partnership with Clear Moves, he knew he was on to something special. But he had no idea his team would reach three significant milestones:
Record installations without sacrificing customer service ratings.
Become the top performing division in sales overall – country wide.
Qualify more sales representatives for Presidents club status than any other division in the country.
“Even with the confidence I had in my own abilities as a leader I knew Kevin was going to be able to help my team. Any trepidation my team had going in was soon dispelled because the work was so professional from the start and the results were almost immediate.” – V. Suri, Regional Vice-president, Dishnet DSL
