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"Since
1983, Langworthy Company has been diagnosing illnesses and prescribing
remedies for ailing area companies."
Small Business
News
Cleveland, Ohio
Services
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Mgt.
Consulting |
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Sales
Consulting |
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Strategy
Advice |
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Strategic
Planning |
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Marketing
& Corp ID |
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Merger/Acquisition |
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Company
Evaluations |
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Turnaround
mgt.. |
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Training
On-site |
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Training
Products |
"Becoming a good
manager is not an
event but a process"
Dr. Kenneth Blanchard
"People don't resist change, they
resist transition."
Dr. William Bridges
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 How
We Helped A
Precision Custom
Metal Fabricator |
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Company Need: Increase Sales and Profitability
Situation: A closely-held manufacturing company with $3mm in sales is marginally
profitable and is losing money 5 months out of 12.
Owners perspective: A sales problem
Langworthy Company Evaluation of the Situation
 | Manufacturing management lacks the knowledge to improve productivity and manage
departmental resources. |
| Inside sales and customer service is focused only on the process of quoting rather than
serving the customer. |
| 2 of the 3 outside salespersons do not have the ability, skills or support to capture
market share from competitors or generate confidence from new prospects. |
| Follow-up on leads and outstanding quotes are poor. |
| Marketing is inadequate and there is no plan. |
| Ownership is abrasive and reactionary and causes personnel to seek to protect their turf
rather than solve problems and improve departmental performance. |
How We Helped
Inside Sales: Worked with them to create unique value with how written
quotes were presented. Training on how to make the customer feel special and increase
customer loyalty. Implemented program to follow-up on leads and quotes. Result: Customer
attrition reduced and closing percentage of quotes increased.
Outside Soles: A targeted sales program was implemented that
identified the best prospects in the selling territories. Increased business to customers
who had become inactive. Improved overall sales presentation and taught staff "how
to" generate more interest and close more sales.
Results: Sales began to increase slowly after 90 days, significantly after 9
months.
| Marketing: Company image was vastly improved with most corporate ID programs on the
company's PC in black and white which could be generated on a laser printer or sent via
e-mail and attached to Website. Targeted mailings generated a steady stream of interest. |
| Manufacturing: Software was purchased and a manager with significant experience hired. |
| On time delivery improved to 95% in six months while output increased 9% with the same
labor and overhead cost. |
| The owner learned how to adopt a different management and leadership style that improved
morale and people performance. |
Langworthy Company's Role after I year
Joe Langworthy spend a half day per week with the sales manager and owner to keep the
company on course with improvement initiatives. Occasional special projects and handle on
going corporate marketing.
CALL US FOR ASSISTANCE
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CALL
OR EMAIL US FOR MORE INFO
About
how we helped these clients and could HELP YOU.
- Telephone
- 330-477-5271
- FAX
- 330-477-9944
- Postal address
- Langworthy Company Consultants
3496 Cornwall Drive NW, Canton, Ohio 44708-1154
- Electronic mail
- General Information: information@langworthycompany.com
Consulting Services: jlangworthy@langworthycompany.com
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