Rock Ledge Resources > Industries - Retail > Representative Project - Sales Maintenance and Growth During Acquisition

Sales Maintenance and Growth During Acquisition

Business Challenge

A commercial equipment company was preparing for acquisition by a competitor. In order to negotiate the optimum sale price, continued sales and operations were critical. Although the company's customers were assured the sale would not disrupt the service they received, the company's management was concerned that sales volume and service quality would be negatively impacted by the pending sale, reducing the sale price. Upper management was already preparing for its departure, and staff motivation and activity levels were declining rapidly.

Solution

A Rock Ledge Resources principal was recruited to keep sales on track and help the company meet its stated objectives through the completion of the sale. The principal tapped into the spirit and experiences that had unified the company in the past, and the core strengths, knowledge and skills that had built the company. Team building sessions, setting daily goals, recognizing accomplishments and remembering pride in past successes were motivators that kept everyone moving forward. The momentum grew as the principal implemented cross-functional games, competition fostered team spirit, and a "can do" attitude was encouraged.

Results

The Rock Ledge Resources principal developed, presented and secured three new product introductions, increasing the largest distributor's base sales of $7.2 million by 32%. Working with the newly motivated staff, she also implemented a $40,000 net, annually repeatable cost saving project with the largest customer. Additionally, she increased sales 63% with an emerging market customer totaling $1.3 million in sales. These gains and cost reductions occurred as the profitable sale of the company was negotiated and finalized.

Relationships: Liz DeMarais | Customer-Focused | Retail