“helping clients build b2b relationships and grow their business with practical inside sales concepts”
Electrical/Electronics
Equipment, Products
Parts, Components,
Materials,
Supplies, Service
Manufacturers & Distributors
A. B. Chance Company
Centralia, Missouri
International manufacturer and supplier of electrical equipment, accessories, and supplies to the public and private utilities marketplace, through wholesale distributors. Helped client develop and implement a 4 person telesales program to contact the 'end-user" to create brand awareness and preference, and generate additional sales for the wholesale distributors. It resulted in many examples of direct replacement of competitive products in the field; and, has definitely enhanced sales with and through the distributors - in some cases gaining commitments to stock, promote, and more aggressively sell certain client products, in many cases for the first time.
"..... you helped us succeed at telemarketing in an industrial marketplace with a different set of needs, and you helped us save time in doing it. .... there are books, or we could have sent our people to seminars, but we didn't want a canned approach for what we considered a unique situation. .... with your hands on, involved approach, you gave us the proper direction. .... you came in and organized it, trained our people, developed the systems and procedures, and left us with a successful telemarketing program. It was a quicker and more cost-effective way, and above all, it worked."
Jim Mullen, VP, Marketing and Sales (retired),
A. B. Chance Company
A-A Electric
Lakeland, FL
and other locations
Rapidly growing, established specialty electrical and industrial controls distributor, with a combination of catalogue direct marketing, technical support and outside sales - and a value-added approach. Scott worked with their inside staff multiple times over several years in helping develop proactive selling efforts, that resulted in better account penetration and increased sales. In addition, the newer top inside sales people are products of the in-depth one-on-one selling skills training.
(After first day of 1 week project) "We have already received our money's worth. You gave us a basic pattern of talk and a way of approaching the conversation, plus your probing questions and emphasis on benefits has made us redefine what we have to sell and how we sell it - in all aspects of our business."
Ed Kirk, President, A-A Electric, Inc.
C and E sales, Inc.
Dayton, OH
Major Midwest distributor of customized automation and robotics solutions, supporting equipment and software, now operating as C&E Advanced Technologies. Scott worked with inside staff to develop and implement more effective telephone selling techniques.
"... What I like most about what you did was to teach our sales people how to probe and ask questions and get the customer to talk better .... it enabled us to get more information than we would have. Another thing that helped is the general benefit statement, about what the customer would expect to gain from dealing with us. They both go hand-in-hand in achieving a more effective sales call."
Bill Hilliard, VP - Sales (since retired),
C and E sales, Inc.
Clifford of Vermont/TVC
Bethel, VT
National distributor and manufacturer of wire, cable, fiber optic, communication and supplies for the power and telecom sector, acquired in early 2000 by Power & Telephone Supply Co. Scott worked with customer service group to help them become more proactive and consultative.
" ... the techniques have made a difference already in the proactive handling of our calls in customer service."
Maynard Nelson, President,
Clifford of Vermont/TVC
MissourI Valley Electric Company
Kansas City, MO
Established, traditional industrial and construction electrical supply distributor serving MO and KS. Scott helped introduce and establish an account management, outbound teleselling activity with current, reactive, inside staff.
"Even though I had been studying material available from our industry resources, and attending seminars, I'm glad I brought Scott Ashby into our company as a consultant to help with the development of our telemarketing program. It may have failed otherwise. He taught us how to get from point A to point B, and we probably wouldn't have used scripts, although I can see now how vital they are to a new program. As a matter of fact, I know others who jumped in without help, and have now abandoned their telemarketing efforts."
Ray Hawkins, VP - Sales, Missouri Valley Electric Company
Other notable electrical/electronics companies that engaged Scott regarding inside sales efforts.
Appleton Electric,
Chicago, IL
Belden Electronics,
Richmond, IN
Dittman & Greer,
Middletown, CT
Kent Electronics,
Houston, TX
F W Webb Co,
Burlington, Ma
For a complete list of clients served in the electrical/electronics sectors,
for 7 manufacturers click here, for 22 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.