Case Study: Regional Manufacturer

Industry Car Wash Supplies – Industrial
Customer Distributor
Description Telephone and Field Sales
Result                      Sustained Growth


Business Performance Group was hired by this client to provide training to their sales group and cross- and up-selling training to their customer service team. This client is a distributor of supplies and equipment for car washes. For example, industrial strength detergents, dirt and gravel filters, spray nozzles and brushes, and the related equipment.

The market is fragmented, with larger corporate players in major metropolitan areas, and “mom and pop” type operations in rural areas.

The sales team works with existing car wash owners and new car washes in development. Business Performance Group developed a contact system and planned annual rate of call (PAR) for the sales group, and coached and encouraged the customer service team to propose related solutions on inbound orders.