Growing Sales

$16 million printing company grows sales by 20%.

The Challenge

A $16 million office products and document management company was anticipating purchasing new printing equipment which would significantly improve its quality capabilities. Having struggled from time-to-time to meet customers’ quality demands, company leadership was excited to use this opportunity to rebrand the company as a high quality competitor. What they didn’t see was another tremendous opportunity to integrate the activities across divisions and cross sell their office products and document services to grow faster.

The Solution

GBQ Redbank Advisors worked closely with the company sales team, marketing group and heads of operations to identify opportunities for cross selling, penetrating new accounts and improving sales blocking and tackling. GBQ also worked quietly with company leadership to evaluate the team in place and begin a transition to more powerful sales talent. The combined client/consultant team segmented their market and looked for customers with operating characteristics that made them good prospects. We formulated a sales plan and targeted individual accounts. The result was 30% ($4.95 million) organic growth in the top line.

The client is now managing their own sales processes, operating under a new brand name and continues to grow their operation. Leadership is also pleased that $743,000 fell to the bottom line as a result of the sales increase.