Case Study - HandTech Above the Standard Procurement Group, Inc., ATSPG Franchising, Inc. www.ATSPG.com

2www.ATSPG.com

Case Study - HandTechSeptember 17, 2012

This organization became a client from conducting some market analysis. We reviewed the marketplace, made a sales call, and followed up with the pertinent Handtech staff until they became a client.

From our initial conference call, we learned about their needs, which included: � Creating a sales representative training system; � Sales system for overall sales cycle processes from start to finish;

o Handtech stated they were gaining representatives that knew the IT/Computer/Technology space, but most did not know anything about sales and marketing;

o ATS identified they needed individuals who had both the sales, marketing, and technology understanding and/or the sales and marketing skills with the ability to learn the technology industry;

� Seminar toolkit and system for use by each region; � Their commission plan was not used as a tool for retaining their sales repre-

sentatives; � Turnkey sales, marketing, and team building system for group development;

and � The need for more sales people.

From this initial call with the one of the two founders (the CEO), we listened to their need, what they wanted to do, their status, they asked us questions, and we drilled down to get an idea of the real core issues of lack of sales compliance, not enough sales training, and other areas.

Initial Need(s)/Project(s) � Increase Revenue through Sales � Centralize and Outsource Sales Procedures � Consistent Brand Messaging, Marketing, and Sales

Additional Project(s) ConductedFrom the initial project conducted, Above the Standard Procurement Group® (ATS) discovered the organization was not structured properly. They did not understand that many of the people that came aboard as sales people were technology driven and did not know how to sell. From working with technology driven sales people, we had to develop a turnkey system for all types of people from different backgrounds to become successful with the Handtech product and service offerings.

Company Name

Handtech

Industry

Technology, Computer, and IT Training Com-pany

3www.ATSPG.com

Case Study - HandTechSeptember 17, 2012

3www.ATSPG.com

ATS developed: � Sales methodologies;

o Solution selling;o How to approach clients?o Listening for challenges and pains;o Identifying client need;o Upselling without providing more than what the client needs;o How to gain prospects?o Utilizing referrals;o Turnkey email, postcard, mail, and fax letters; ando Building sales teams;

� Team building techniques;o What motivates people?o Identifying who makes a skilled sales and marketing person;o How to communicate, team accountability, and goal setting with

results;o Follow up with prospects and clients with the purpose of new clients,

client retention, and increased sales; � Changed the compensation / commission plan to motivate;

o The company had a direct selling plan that did not provide enough up front and long-term income for the sales representatives to continue with the company;

o ATS and the company discussed many different commission models and reached consensus on one of these. ATS implemented the commission plan. This consisted of the individual joining could choose to build a sales team that they managed, thus earning a percentage from their team for each and every transaction, the enrollment cost was increased so that the individual enrolling their new sales representative into their sales team could earn $200 instantly, the company started offering educational online classes where individuals could become certified in many different areas (the online subscription involved a monthly fee with incredible value, content, and applicable life skills education – this provided a residual income component to the sales representative or sales manager);

� A seminar system that trained the Handtech sales people, clients, and those interested in their model;

o ATS created all of the content for this;o The system was online in their back office for other sales

representatives use; o This seminar system covered everything about building teams,

4www.ATSPG.com

Case Study - HandTechSeptember 17, 2012

sales, marketing, client needs, technology outlines, goal setting, compensation, letters specific to Handtech, and many more areas that pertained to empowering the sales representative / manager to build a successful business); and

� A back office of tools each person could use to grow their area with Handtech.

Outcome(s)Handtech more than tripled their revenue after implementing all of the ATS recommendations in less than two years. We conducted focus groups within Handtech, in different locations around the U.S. As a result, there was a very large productive team that developed quickly into hundreds of sales people. We took the processes of the highly productive team and rolled this out to the entire U.S. The revenue increased with new clients and upselling to existing clients. The new training modules helped those in the field to connect better with clients. Each team shared different ideas and promoted revenue generation techniques result-ing in a greater team environment and productive setting. The sales people were speaking the same language of the Handtech brand messaging.

Handtech more than tripled

their revenue after implementing all of the ATS recommendations in less than two years.