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Other B2B

Including Tangibles

 

(Products, Supplies, etc)

Intangibles, Services

Agricultural, Publishing

Selling to Other Businesses and Organizations

Draper, Inc.

Spiceland, IN

Manufacturer of audio visual projection screens, mounts and other presentation products, sell to A/V dealers. Scott successfully introduced proactive selling to inside staff that had been resistant for several years. With proper direction and training, the inside staff became positive and began making effective outbound calls.

For 2003 sales were up over 70 % with the proactive accounts and over $ 1 million in incremental sales were generated; in 2004 the sales increased another 37 % with the program. Each of the 10 inside sales reps are working with 100 or more second tier or inactive customers. In the first quarter the top 5 reps added 20 new accounts each. 

"...... I'm particularly pleased with the attitude of the inside sales staff and how they've taken hold of the proactive calling program ...... They're seeing that the principles can even be applied on their regular incoming calls ..... this never would have happened without you coming in and without you helping us understand and apply the discipline required ...... that's why we continue with more training each year ......"

 

Bob Mathes, A/V Market Manager, Draper, Inc.

QualitySmithPro, LLC

(division of RBS Interactive, Inc.)

Walla Walla, WA

Internet based nationwide home improvement services company that pre-screens potential buyers and delivers confirmed appointments to a network of preferred contractors. They advertise on a national level as a free service to consumers looking for time-saving ways to reach out to high-quality home improvement contractors; they provide a cost-effective way for contractors to better penetrate their market and reach new customers. Scott remotely developed and helped implement consultative sales techniques to strengthen their contractor recruiting efforts.

 

"...... more than doubled the objectives that were established for new contractors when we first talked last year; plus we're branching out into many more home improvement areas. The program is helping with the training. Thank you again, it was a pleasure doing business with you!"

Rhonda Donnelly , VP and Manager
QualitySmith Div of RBS Interactive

 

Carriage Industries

Calhoun, Georgia

Largest manufacturer and supplier of specialty carpet for the RV, manufactured and modular home industry. Scott helped install successful proactive, outbound telephone selling program with inside staff.

".....We were completely pleased with what you did. We would strongly recommend your services to any company; definitely if they are starting up a telephone selling operation." 

Phil Barlow, President, Carriage Carpets; later VP Specialty Markets, Shaw Industries (after Shaw acquired Carriage from Dixie Group)

 

Continental Products
Mexico, Missouri

National manufacturer of newspaper circulation supplies and polybags for marketing and other applications; sells directs. Scott helped develop, test, and implement inside telephone selling program, including follow-up monitoring and reinforcement to sustain productive performance levels. Program replaced independent sales organization and grew 25 % a year for the next several years after program introduced

"We wanted a fast and efficient means of increasing our direct contact with the marketplace, without hiring 10 or 15 outside  salespeople. Telemarketing, and the program designed, developed, and implemented by Scott Ashby, was the answer. He was completely responsible for the planning, testing, personnel selection, implementation, and fine-tuning after start-up

.

I am particularly happy about his thoroughness. He considers all aspects of a situation and the consequences, and is especially adept at communicating the alternatives, and the reasons for the suggested course of action. The program has been very profitable, and I would recommend his services to any company that wants to maximize results from telemarketing."

 

Carl Fuemmeler, President,
Continental Products Co.

"...... the sales staff is using Scott's computer based sales guide in their own way and it's especially helped the new guy come on stream ...... brought in 11 new accounts in his first month of calling ...... we're very pleased ...... can cut back on other training expenditures ......"

Don Price, Inside Sales Manager
Continental Products

"...... think the computer program is good and I like it ...... always use it on prospecting calls and I keep it up on other calls all of the time - ready to use ...... I like the accessibility - I'm able to grasp something quick and respond to the customer. It helps guide the conversation if I get off track or have a lapse of memory. It's a good addition."

 

Lee Gibson, (experienced, top producing) Inside Sales Rep
Continental Products

 

For a complete list of all other b2b clients served, 

for 51 manufacturers involving tangibles, products, etc. click here,

for 47 distributors involving tangibles, products, etc. click here,

for 32 clients involving intangibles/services click here

for more 'other b2b' client examples continue below

for agricultural client examples click here, for publishers click here

Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.                                           

Shemin Nurseries
Danbury, CT

(Corporate Offices; and, 14 Distribution Centers)

One of the largest horticultural distributors in the country, operating in the midwest, east, mid-atlantic and southeastern regions, selling trees, plants, flowers and landscape materials to professionals, contractors, corporations, institutions and property managers. Their considerable success built on being very service and customer oriented, although fairly reactive in their selling approach to the market. Scott introduced and implemented a test program at the Atlanta operation that involved the inside sales people - as busy as they were - to be dedicated to outbound, proactive telephone selling for 4 hours per week. The effort generated $ 80,000 in incremental sales in the first 3 months and was very successful. The program was implemented in all the main locations of the company. This proactive selling mind-set has become a part of their culture. (Shemin was acquired by Onside Landscape Supply in 2015)

"The proactive telephone selling approaches that you assisted us in implementing three years ago, are still working and we continue to emphasize them in our training. We have refocused our telephone sales/service representatives, utilizing your recommendations and are now able to see the positive sales results. Even to this day, as we visit our distribution centers, we hear the techniques in use, even in customer on-site selling situations. Proactive telephone selling has become an important part of our culture."

Bill Honan, VP - Sales 
Shemin Nurseries

Koch Supplies, Inc.

Kansas City, MO

Established oldline national manufacturer and distributor serving the meat processing, food processing and food packaging industries (in 2001 became part of Bunzl Process Division). Scott helped develop and implement a proactive, outbound telephone selling program with existing inside staff.

"...... focused attention on problem and got us moving in right direction ...... based on what Scott did ...... we now have a telemarketing program doing substantially more than 5 million dollars annually and growing ......" 

Lawrence Starr, President, 
Koch Supplies, Inc. 

Wausau Tile

Wausau, WI

A preeminent manufacturer of architectural concrete, terrazzo and metal products, working with many of the world’s leading architects, designers, engineers and building professionals. Scott helped implement a proactive, outbound, telephone selling effort with inside staff.

"We continue to use the proactive telephone selling system and format that you helped us implement 2 years ago. It was a positive move; we're a heck of a lot further along on being proactive than we were then. It's helped our business, so we're doing it in other divisions, and aggressively renewing our efforts overall." 

Byran Borrell, General Manager,

Wausau Tile 

Metro Mills

Calhoun, GA

2000 start-up of a Division of Dixie Group. Metro Mills was the only dedicated floor covering program to the multi-family housing industry in the U.S. and grew to $ 30 million in 3 years. Scott helped set-up a proactive selling program with the inside staff.

 

"As you know, because of my travel and working with the outside sales people, I don't have the time to spend with the inside staff. Because of the format and approach of your consultative telephone selling program, a new person we recently hired is already up to speed. It provides direction and gives them all help with the various selling situations that come up. In fact, I'm using it in all of my 
training sessions with the inside staff."

Brannon Fain, National Sales Manager, Metro Mills

For a complete list of all other b2b clients served, 

for 51 manufacturers involving tangibles, products, etc. click here,

for 47 distributors involving tangibles, products, etc. click here,

for 32 clients involving intangibles/services click here

for more 'other b2b' client examples continue below

for agricultural client examples click here, for publishers click here

Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.                                           

Picture and Frame Industries, Inc.

Kansas City, MO

Long-time manufacturer and distributor of framing products, accessories and production services sold to the professional picture framing industry nationwide. Scott worked with customer service staff to develop and install an outbound, account management telephone selling effort.

"A smaller company must be extremely cost conscious about investing in projects, even on a limited basis. I was not only pleased to receive a full day's effort for every day worked, but especially appreciative of how often Scott has been in touch after the assignment, to see how things are going. It's been a worthwhile investment. The resulting program has been excellent, and has done a great deal towards giving us greater visibility and identity in the marketplace, as well as additional business." 

Jack Funk, President, Picture and Frame Industries, Inc

Robbie Manufacturing, Inc.

Lenexa, KS

Established, long-term manufacturer and distributor of flexible packaging for food, beverages and other products. They can print on shrink film, bags and pouches to help with product display and marketing. Used in grocery stores, for consumer goods and food processors. Scott developed and helped implement an inside selling effort to qualify and move the selling process further by phone to generate better, more productive leads for the outside sales team.

"......initially taught us the advantages of using the telephone to qualify......save time and travel expenses......better qualified prospects......also opened our eyes to what a telemarketing program could do for Robbie......we weren't sure if it would work, but you showed us how it could be a viable tool for us......although we are still in the process of utilizing it to its fullest extent, we are pleased with the results of our one-person department so far." 

Larry Kitsmiller, Vice President - Sales and Marketing, Robbie Manufacturing, Inc. 

Emblem Graphic Systems, Inc

Kansas City, KS

Midwest graphic solutions company providing photographic and digital printing, design and installation services. Scott helped the new owners of the company implement a successful, proactive inside selling effort to jump-start sales.

"Because of my involvement at Marion Laboratories, we immediately thought of telemarketing and Scott Ashby when we acquired Emblem......felt it would have been a disservice to the company not to use his talents to improve the productivity of the selling situation......there was not time, nor the knowledge to put such a program together......as a result, it's working well, and making a significant 
contribution to our marketing efforts."

Jerry Haney, President, Emblem Graphics Systems, Inc. 

For a complete list of all other b2b clients served, 

for 51 manufacturers involving tangibles, products, etc. click here,

for 47 distributors involving tangibles, products, etc. click here,

for 32 clients involving intangibles/services click here

for agricultural client examples continue below,

for publishers click here

Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.                                           

Yoder Feeds

Kalona, IA

Established manufacturer of agricultural animal feed products sold directly to farmers in Central Iowa. Scott developed and trained the outside sales team in consultative, in-depth phone selling approaches, to better qualify and efficiently handle their farmer accounts.

 

"Basically, what Scott Ashby did for Yoder Feeds was convince the sales force that telephone selling can and will work ... has definitely been an asset ... helped sales people reduce costs ... tonnage is up 36 % in 1983; in a challenging farm economy; due in part to our ability to use the phone more effectively" 

 

Don Rich, VP - Sales and Marketing, Yoder Feeds 

Anchor 1

Agricultural

Engineering Services and Products 
South Windsor, CT

International manufacturer and distributor of a variety of products for the agricultural, horticultural, building and retail trade communities. Scott worked with a reactive inside sales staff to teach and implement outbound, proactive consultative selling efforts.

 

"You helped us get started with our proactive calling program, making sure we were on the 
right track with the systems, procedures and philosophies, and most importantly, you showed 
us how to do in-depth, relationship-building sales calls by phone. The program has grown into 
an important part of our business." 

Barry Goldsher, President, 
Engineering Services and Products 

Other notable companies in the

agricultural sector that engaged Scott regarding inside sales efforts.

Boehringer Ingelheim,

     St Joseph, MO

Farmland Industries,

     Kansas City, MO

GT, Inc,

     Clay Center, KS

For a complete list of all 13 clients served

in the agricultural sector, click here

Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.                                           

Anchor 2

Publishing

duPont Registry of Fine Homes
St. Petersburg, FL

This is an experienced and well-developed telephone selling effort calling on luxury home realtors around the country to sell integrated marketing programs revolving around the duPont Registry magazine. Sales were declining in 2002 and management wanted to do something to counteract that trend.

 

"We wanted a more systematic approach to training and selling, especially to do better with new hires. Going through the process and working together to develop and install the program was very beneficial. The staff, including the senior and more experienced sales people, is buying into the strategic marketing strategy, as opposed to just peddling advertising. The two new people are making a nice contribution. The recent anniversary issue was a record and set a new high and we're on track to exceed objectives and reverse a downward trend; we're back on a growth track. 2003 was a record year. Sales were up 12 % and we had the best performance of all of the business units in the company. It was a very worthwhile investment. In addition, it showed my staff that I am always searching for new ideas and ways of helping them; it's an indication that I care about how they do. It's a great morale booster."

Rick Parsons, General Manager

Other notable publishers that engaged Scott regarding inside sales efforts.

David C Cook Publishing Co,

     Elgin, IL

MacLean-Hunter Publishing Co,

     Chicago, IL

The Webb Company,

     St Paul, MN

For a complete list of all 10 publishers 

served, click here

Better yet, talk to Scott directly to determine if consultative selling can have a positive impact on your organization . . . call or email and schedule a no-obligation, no-cost, 30-minute zoom call.                                           

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