Company Overview: $400M Distributor of motors
Process Improvement
Performance Issue
- There is considerable revenue potential from the increased capture of Lost Sales.
- High producing salespersons focused on low value customers
- Little follow-up on inquires not immediately turned in orders
Improvement Approach
- Process mapped the workflow and created flow charts.
- Created Quote Entry Forms to capture key process data
- Captured 100% of Quotes for 4 week period for 2 sales persons Identified areas for improvement
- Compiled findings and initial analysis
Results
- Opportunity for Improvement around follow-up sales inquiries
- Opportunity to better delegate duties among top sales staff
- Implement caller ID system in A+
- Segregate Customers vs. Projects
- Implement & track KPIs
- Implement a process to monitor Quotes vs. buyouts, and stock items
- Capturing 10% of lost sales would double revenue