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Truman Morgan Group The journey to new revenue
For more details or introductory assessment visit trumanmorgan.com or email:
©Truman Morgan Group
CASE STUDY
TITLE
Truman Morgan Group
fofofi© e© ©©Copyright ©
Fast Master, Inc. is a mid-sized,
privately-owned industrial
fastener distributor
headquartered in Houston, TX.
Website: www.fastmasterinc.com
“My company was facing enormous
pressure to achieve revenue goals
in a down economy. Oil prices had
dropped from $100 to $28 per
barrel, and many of my customers’
businesses were in decline. With the
help of Truman Morgan Group, we
reinvented our sales and marketing
strategy which enabled us to
flourish in spite of the market
downturn. We now have control of
our sales process activities and are
consistently growing our customer
base.”
Shawn Matjazic-Owner & CEO
Executive Summary
Since its founding in 2000, Fast Master had continued year after year growth.
When oil prices fell 47% and the customers who serve that industry revenue’s
dropped 58%, maintaining sales became a challenge. Fast Master, Inc. engaged
Truman Morgan Group to maintain sales in the down economy by creating new
sales and marketing go-to market strategies in preparation of the eventual
economic rebound.
Key Challenges
Primary market is oil and gas in south Texas. Oil prices fell from
$100/barrel to $25/barrel.
Maintain sales in down economy and create new sales and marketing go-to
market strategies in preparation of economic rebound.
Diversify into new vertical markets, while maintaining core sourcing
relationships.
Redesign the organization’s staff to maximize efficiency and operations. Train organization’s executives, sales, and operations personnel on how to
adopt a proactive new business culture.
Implement a sales process that is transparent, accountable, and
communicative.
Fast Master, Inc. Customer Success Story
For more details or introductory assessment visit trumanmorgan.com or email: [email protected]
©Truman Morgan Group
CASE STUDY
TITLE
Truman Morgan Group
fofofi© e© ©©Copyright ©
Implementation Highlights
Created a new sales structure that
promoted, trained, and mentored the new
Chief Revenue Officer.
Designed a customized and
comprehensive CRM for implementing
accountability and company-wide,
customer-focused communications.
Created content rich marketing collateral
and communications program with
targeted messaging aimed at market
decision makers.
Trained staff in social selling skills that
grew new relationships in a short time
span.
Benefits Achieved
Maintained a revenue neutral environment
in a declining oil industry economy.
Grew account base by 33% in 11 months.
New account revenues generated 15% in
sales.
Built an organizational culture that is
prepared for sustainable growth.
Created reporting methods that provide
total transparency and accountability
through the customer journey including
Pipeline by Probability, Pipeline by Stage,
and Activity: events, tasks and calls
reports.
Created a customer-focused engagement
plan that utilizes all staff and adds value
to the customer in a heavily commoditized
market.
Trained sales and marketing leadership on
management processes guided by KPI’s.
Led the hiring process of new sales staff:
candidate recruitment, interviews,
onboarding training.
Advised and guided CEO through each
phase of company change management.
“Truman Morgan Group has helped us identify and
reach key influencers at potential accounts that have
not granted me appointments for over a decade. In
addition, we have shortened the sales cycle by
communicating a value-added message with a unique
collaborative approach, and have reached our goals
of expanding our customer base in diverse markets.”
Wendy Lomelo- Chief Revenue Officer
