Challenge: In order to dramatically enhance franchise profits, 25 franchisees identified improving close rates as the lowest risk, highest reward strategy. For every 50 basis point improvement in conversion rate, net profit would improve 4.4%.

Solution: McBrayer & Associates worked with corporate franchiser to customize selling tools; design a 2-day workshop; and deliver a 90-day implementation strategy to 25 franchisees.

Result: The 25 participating franchisees improved their close rate an average 783% more than the remaining 250 non-participating franchisees. The majority, 62%, of the trained group - more than doubled their net earnings for the year - yielding them a ROI of 7500%.

Challenge: Due to a stagnant industry; manufacturers taking larger accounts direct; and a reduction in force, this distributor was under the gun to take market share in order to meet its financial commitments.

Solution: McBrayer & Associates worked with their Sales Leadership Team to transition from a product-centered approach to a focus on new business by: gaining customer insights; designing a "named account" target strategy; and creating specific tools to enhance the customer's buying experience

Result: The client achieved a record number of new accounts and increased overall revenue by 7% yielding significant market share gain ina market decline of (-1%). The sales team has successfully transitioned from product-sale to developing new business that will aid them in the years to come. In a down market, our client took $46 million more new business than they lost.

Challenge: In order to continue to represent the key industry brands and aquire new product lines, this distributor needed it's salesforce to prove that it could take market share. However, the salespeople were not actually using it's proven sales process.

Solution: McBrayer & Associates worked with the client to audit actual sales conversions, identify key gaps in the sales process, and implement a 120-day development coaching program.

Result: The client landed a record number of new dealers and outpaced the industry growth rate by 500% resulting in zero churn of industry brands and adding two new key product lines for the upcoming year.

Challenge: Due to major investment in a new CRM and understanding that adoption of the CRM was the first step in a multi-ohase strategic playbook, our client needed to improve the 15% adoption rate to ≥ 80% within 6 months.

Solution: McBrayer & Associates worked with the management team to design and implement a process of execution, train the salesforce on the process, and focus exclusively on adoption of the CRM for a 90-day period.

Result: Our client increased its CRM adoption rate to 90% in 3 months; established a foundation to implement the remainder of its strategic playbook; and firmly establish a culture of execution for future initiatives.