Langworthy Company
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Revised:  01/02/2013

Why Sales Decrease

 

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"Since 1983, Langworthy Company has been diagnosing illnesses and prescribing remedies for ailing area companies."
   
Small Business News
     Cleveland, Ohio

 

 

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"Becoming a good
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event but a process"

     Dr. Kenneth Blanchard

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    Dr. William Bridges

 

 

Take Steps To
STOP THE CAUSES OF

Decreasing Sales

Knowing why sales decrease can provide a starting point for improvement.

Top Reasons Why A Small Business Loses Sales

MBA Secrets --

  1. Mature market. No or little growth in this market to expand sales.
  2. Competitive intrusion. An aggressive competitor is capturing marketshare and customers.
  3. Proliferation of business ventures: Too many new endeavors at the expense of the primary business that generated all the income in the first place.
  4. Customer service or production problems: Customers are dissatisfied with aspects of a company’s customer service. Quotes take too long; communications are poor; frequent production errors; missed shipping deadlines; inability to satisfy customer.
  5. Marketplace Change: Customer wants/needs have changed and the company does not perceive these changes and are unable to provide new customer wants/needs. This includes the economy.
  6. Sales marketing deficiency: There is an inability to generate new customers and retain current customers. Management may be having difficulty directing and supporting sales and customer service personnel to facilitate increased sales. This is often indicative of reactionary management with no definitive plans to establish norms to measure ongoing results.
  7. Leadership: Managers, in an effort to improve sales and company performance, are unable to identify underlying causes of business issues, motivate personnel to adapt to change and provide meaningful direction. Employees and supervisors pursue well-intended projects that do little to improve operations, profitability and employee productivity.
  8. Lost Entrepreneurial Vigor: Attributes which made the company successful are lacking.
  9. Inadequate Business Plan: Without a viable business plan the following may occur:
bulletSales goals not achieved because of inaccurate market potential or poor prospect pursuit due to inadequate planning and strategy formulation. Sales goals and targets are established arbitrarily without consideration of real market factors.
bulletNo common company direction: The company has not identified whom it is/what it wants to be. Therefore the company cannot communicate effectively the niche it serves and how the company benefits the customer.
bulletBudgets are missed because calculations were arbitrary without analysis to determine real-word marketing and operational criteria.
bulletSales and customer service personnel are not trained and equipped to competitively capture new business and retain customers.

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Langworthy Company Consultants

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The diagnostic information contained throughout this Website is intended for general fact finding by our visitors. No management actions should be implemented before consulting with professional or legal counsel as certain business or management actions undertaken may have financial or legal consequences along with inherent risk.

Visit CLIENT CASE HISTORIES to see examples of specific client projects and what we did to help solve a problem or achieve a goal.

Request Specific Types of Information.

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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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 Business Facts &
Secrets

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Why Sales Decrease

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Why Companies FAIL

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Causes of CONFLICT

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How to HIRE winners

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Discover your leadership style

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Solve employee problems

See them all here.

 

 

 

 

 

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Copyright 2013 Langworthy Company
LANGWORTHY COMPANY

3496 Cornwall Drive NW

Canton, Ohio 44708-1154
330-477-5271
CONTACT US information@langworthycompany.com


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