Repositioning Sales Staff Key to Plastic Market Success

Have you ever met a sales manager that had enough sales coverage? Neither have we! But we’re helping managers analyze the plastic manufacturing market to reposition their lean staff and justify added sales staff.

Townsend has researched and profiled over 1200 Film Extruders throughout the Americas. Understanding these extruders was key to helping Townsend’s client reposition existing sales staff to increase profits and recommend additional sales coverage for growth opportunities.

Key to our client’s understanding was the number of plant locations per state, resin volume at each plant, resin volume by application and state. Armed with data sliced in every way possible, sales opportunities were grouped into four quadrants: high volume-high growth, low volume-high growth, high volume-low growth and low volume-low growth.

Sales staff was matched according to the experience needed to maximize the value of each of the four market segments.

Opportunities were provided to each sales member showing each plant’s detailed resin throughput, suppliers and contact details for key personnel. Knowing resin volumes and applications was key to the success of the sales team.

With each success, Townsend’s client is building it’s case to hire additional sales people where opportunities warrant the expense. TOP OF PAGE