Company- Safety products distributor covering primarily the Chicago Metro area

Problem- Increased difficulty hiring quality salespeople, increased costs in sales department without seeing a reciprocating ROI.

Goal-Find a way to increase sales (without huge outlay of cash) that along with providing a great ROI, would also work with existing in-house CRM and Sales systems and software that was already in place. Develop a way to have more in house control over consistent sales revenue without having to rely too heavily on any one (star) salesperson, which were becoming difficult and costly to acquire. .

Follow-up Fanatic Solution- FUF (Follow-Up Fanatic) reviewed the product line and determined specific industries that could be best penetrated by telephone calls, had urgency for a product that was being offered, and would continue to purchase additional products and services once they became a new client.

One industry with an immediate need was dentistry. Recent law had required certain industries (dentistry being just one of them) to have an AED (Automated External Defibrillator) on site and maintained. The decision to purchase was already being forced by state legislation…now the art of the deal was to get the door open, find the correct decision maker, present the product and close the sale.

FUF generated the list of all dentists in the Metro area (included in price of program), initiated a calling campaign to blitz the entire list of over 5000 doctors (200 dials weekly for over 6 months which was included in the price of the Thunder program), created email and fax marketing materials for follow up and follow thru (included in price of program), and after placing the original call and email marketing materials, continued to follow up with all leads that were not yet ready to order.

Results-At the end of the 6 months of calling, 224 new leads were generated (4.28% of total list) of which 55 purchased products by year end (24.5% of leads), totaling over $48,640 in gross sales. The total cost of the FUF campaign was just over $4,500. With a net margin of well over 12% on product sales, the campaign provided a 130% return on investment. While any positive return on investment is appreciated, the real boost in ROI will come from the new clients continuing purchase of other safety related products, as well as AED equipment upgrades and annual maintenance on the AED units installed.

The additional ROI boost will also come from the power of the FUF follow up system which will continue to call and email those who did not purchase, as well as up-sell those who did purchase (included in the price of the program).

For this wholesale distributor, the Follow Up Fanatic system became a powerful sales force, a dynamic marketing company, a streamlined CRM/Sales software system, and an effective team to handle all follow up so nothing slipped through the cracks…all for $199 per week.