HTSA’s Spring Meeting: A Conference of Shared Ideas
Gullo is a fan, too, of fee-basis consulting as a way to generate revenue and “get in on projects at a lot earlier stage.” He is also laser-focused on developing the commercial side of his business, with boardrooms, video conferencing and digital signage pegged as areas of great potential. “Why not have a lot of diversity in your company?” he reasoned. “The more diverse you are, the safer you are.” He has grown the client care area of his business from a $500,000 service department in 2008 to what he projected will be a $2.2 million profit center by the close of 2011.
Jon Robbins of Philadelphia-area HiFi House Group took a methodical approach to participation in Black Friday 2010 for the first time – and he said it paid off, big time. He elevated it to the level of a “private sale,” mailed 12,000 postcards a week ahead and blasted 3,500 emails. He had his staff call customers beginning the day the postcards went out.
“They were scripted and asked to be sensitive to the customer’s initial response to take a cue as to what to say next,” he said. If the customer seemed disinterested the conversation went one way, but if the customer was interested, it went another. “A lot of customers said, ‘Hey, we’d forgot about you guys.’ It got us back in front of them.” The result: over $200,000 in sales on Black Friday.