“helping clients build b2b relationships and grow their business with practical inside sales concepts”
Consumer and Other Products and Services
Manufacturers Selling Direct
or thru Distribution
Distributors Selling Thru Retail
Others Selling Products, Services
Direct to Consumers
Products
Drawing Board Greeting Card Company, Inc.
Dallas, Texas
National manufacturer of social expression products, selling to retail accounts via direct sales force and telesales. Scott worked with an established 4 person outbound operation and new manager to organize and strengthen the whole operation. Over the next twelve months, the annualized sales production of the department increased by 300%, and the telesales effort was expanded to 11 sales people.
"I feel that I know the telemarketing field fairly well, and that's why I wanted an outside influence to bring our program at Drawing Board Greeting Cards together. We needed a catalyst, that could give direction and help get it off the ground. It is my strong belief that the ultimate benefit from an outside resource is not in being told how to do things right, but how to do the right things. A lot of mechanics can fix a car, but not many can make it reach maximum performance levels.
This is especially true in telemarketing today. There are more and more practitioners who seemingly know the basics, but Scott is one of the few who has the 'savvy' to fully integrate the program into the business, so it fits and works effectively. I speak from experience, having seen the results he helped us achieve at Drawing Board Greeting Cards."
Gabe Stoeppler, Vice-President, Sales,
The Drawing Board;
Telemarketing Pioneer;
AMA Telemarketing Lecturer;
member/speaker, DMA Telephone Marketing Council
Roach, Inc.
Columbus, OH
In the 1980's, the world’s leading manufacturer of iron-on transfers and designs for casual and sports clothing, that was sold primarily by outside company sales reps to retailers and t-shirt shops. Scott successfully tested the concept of selling and account management by phone, hired and trained the first manager and a beginning staff. The teleselling group grew to 11 inside reps and the field sales force was reduced from 40 to 15, while maintaining and increasing sales with much reduced cost of sales.
"...... bring you up-to-date on the progress of our Tel-Sell program. The results thus far have been outstanding......Much of the success of the program can be attributed to the telephone presentation. The script approach not only allowed the representative to sell the full line, but enabled her to do it in a very effective manner...... So successful...... already making plans for expansion ......"
Roland Kolman, Vice President Marketing,
Roach, Inc.
Allison-Erwin Co.
Charlotte, NC
Long-time established distributor of consumer and high-tech products in the Mid-Atlantic and Southeastern states. Scott worked with floor covering division to start an account management inside sales operation. Developed and tested sales materials and approaches, and delivered the initial training; as well as worked with systems and procedures and management controls and reports.
Other notable consumer products companies that engaged Scott regarding inside sales efforts.
Weedeater,
Baton Rouge, LA
In-Sink-Erator,
Racine, WI
Skil Corporation,
Chicago, IL
Springs Bath Fashions,
Dalton, GA
The Company Store,
LaCrosse, WI
Hillman Group,
Cincinnati, OH
United Gemdiam, Inc.,
New York, NY
For a complete list of clients served in the consumer products sector, for 28 manufacturers click here,
for 20 distributors 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.
Services
Servicemaster Industries
Downers Grove, IL
International, established company providing residential and commercial services through locally owned franchises. Scott worked with the inside, administrative staff at the main office to more effectively field incoming calls regarding franchisee opportunities, generated by advertising on the Paul Harvey news program. The idea was to better qualify and convert the callers to viable prospects for regional manager follow-up. The acquired consultative selling capabilities of the office staff increased the closing rate of inquiries actually signing as franchisees from 1 % to 1.5 %. Later a dedicated inside sales staff was formed based on the same approaches.
"...... helping us develop a much stronger and better organized telephone program for handling leads ...... positive results we have obtained from the use of your consulting services ......I believe a large part of the success of the effort is related to your ability to capture the tone of our business and relate it to basic generic telephone and sales principles. You did not force a standardized package on us, but tailor-made a program that fit our business and our company......"
Don Bauer, Vice President, Servicemaster Industries, Inc.
Centerre Bank Corporation
St. Louis, Misssouri
Missouri bank holding corporation. Worked in various phases — retail and commercial — with the development and testing of financial inside telephone selling concepts and programs; trained the bank staff in the proper techniques; left bank with foundation for an active and productive outbound teleselling operation that operated successfully for a number of years. (Centerre has been bought out and merged several times since then.)
" ...... you helped us sell the concept early on, because you were so results oriented ...... wouldn't recommend a course of action if you didn't think it would work — very objective and straight-forward ...... after determining viability, you brought it home quicker and more cost-effectively than anyone else."
" ...... originally decided to go with Scott Ashby because of his depth of experience and the fact that he was very responsive to our particular needs."
" ...... if we had a telemarketing idea, he would get on the phone to see if it would work — it provided a practical and accurate test, which saved us a lot of time and money ...... "
Terry McCarthy, VP - Product Marketing,
Centerre Bank Corporation
Foley-Belsaw Company
Kansas City, MO
Company provided distance learning courses internationally, especially in locksmithing, to help individuals learn to use the equipment and go into the business. Scott worked with an existing inside staff to improve sales effectiveness and develop more proactive technique.
" ....... professional, thorough, informed about telemarketing; he rolls up his sleeves and gets involved"
John Ringer, Executive Vice President, Foley-Belsaw Company
Other notable companies selling
services/intangibles B2B or direct to consumer that engaged Scott regarding inside sales efforts.
Idex Mutual Funds,
Clearwater, FL
ITT Business Services,
Atlanta, GA
Control Data,
Minneapolis, MN
Union Electric,
St Louis, MO
For a complete list of clients
dealing in services/intangibles,
for 32 in the B2B arena click here,
for 18 selling direct to consumers 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.