Continental Western Corporation Work Values

Daily Duties at Continental Western Corporation:

Daily Tasks • Make outside sales calls on established accounts on a scheduled basis in the wholesale industrial, marine, hardware, agricultural and packaging distribution markets. • Make calls on key decision makers in accounts including sales management, purchasing, outside and inside sales staff, credit department and receiving department. • Prospect for new wholesale distribution accounts calling on key decision makers including purchasing and sales management through block calling, internet, library research, trade show advertising and referrals, • Set up and present to purchasing key decision price lists on our product lines. • Research, analyze profitability and produce price levels and deviations on existing product lines to new and existing accounts purchasing decision makers and sales staff. • Research, analyze profitability and produce current price levels based on format to new and existing accounts purchasing departments. • Provide to accounts marketing department and sales staff product sales literature and samples. • Present to accounts sales and marketing staff features and benefits on all product lines in written and verbal presentations. • Support customer service as alternative communication channel to purchasing key decision makers. • Present sales and product training meetings to the accounts outside and inside sales staff. • Support our companies’ credit department as an alternate communication channel to our customers’ accounts payables department. • Support distribution department as communication channel to accounts purchasing key decision makers. • Make joint outside sales calls with accounts outside sales staff presenting product features and benefits. Spotlighted Achievements - 1 What Largest individual invoice for one national account in the firm's 35 year history. (Wilbur Ellis-sisal baler twine) How • Referred to target account through associated relationships in a specific market segment. • Developed strong marketing partner relationship who was currently not a customer. • Provided technical support on product quality features and benefits. • Designed and developed a private label on one product line for the target customer. • Researched and developed new business for the target customer in their market. • Supplied customer account confidentiality with blind shipments for target customer through logistics coordination. • Coordinated logistics in supplying multiple shipments from a foreign mill to drop shipment locations throughout the Midwestern US. Business Result • Sold over a dozen container shipments to over 15 locations around the mid-west United States. • $350,000 sales invoice amount. • $50,000 in net profit after shipping and handling. • Eliminated any handling costs for our firm by logistics coordination on drop shipments from the foreign mill directly to the customer’s locations. • Total profit exceeded total profits one of the firm’s branch office total month profit. Spotlighted Achievements - 2 What Largest new business customer in one year sales and profits in the firm's 35 year history. (Connell Grange Supply-synthetic baler twine) How • Become known in market leader in new business development, customer growth, market awareness and as a solution provider in a commodity product line. (CGS manager used to be a customer in a previous business) • Provide risk sharing financing plan to support the large new business development. (CGS order size would require his firm to turn over his accounts to buying group) • Provide technical support and referrals in brand image development to support performance concerns about change over from competitor’s product line. (Made joint calls with outside sales reps calling on existing accounts as a product specialist) • Develop strong marketing partner through team selling with the target customer’s sales force. • Create and develop marketing program to grow market presence. (This included creating and mailing informative flyers on the product line features and benefits, establish a media advertising program promoting customer and the advantages of the new brand, put on a technical training seminar for machine maintenance and adjustment, exhibit at the local market focus trade shows) Business Result • 20 truckloads of product sold to the target customer in one year. • Over $500,000 in sales generated over a one year period in new business. • Over $65.000 in new business profit generated in the first year. • Grow business by over 10% in multiple years. Spotlighted Achievements - 3 What Developed national accounts brand label in commodity product line that changed consumers perception on product performance. (Con Agra - Dividend label baler twine) How • Created new brand label image on a nearly commodity product value line. • Set into action product training seminars in multiple locations educating the sales force. • Made direct sales calls for target account development to new prospective customers promoting value added features. • Added a financing plan to increase the accounts profitability reducing associated carrying costs in warehousing. • Designed and developed promotional sales aides and media advertising supporting new brand image. • Support the new business by adding co-workers to share in sales for the same market. Business Result • Acquired the largest distributor in market segment. • 15% increase in market share for the product line in the region. • Over $650,000 in new business sales in one year for our firm. • Over $50,000 in new profit in one year for our firm. • Establish a long term relationship with target account with continued sales development on other private labels. Spotlighted Achievements - 4 What + in the firm's 35 year history. (Hinkle & McCoy-Ultra High strength UHMPE Stringing line) How • Research target market segment, establishing contacts, information sources, and new areas for product design development. (This market is growing with replacement of high voltage transmission lines with product that is 40% more efficient.) • Implement educational program on product design specifications with technical writers in target market. • Receive referrals through relationship selling for large sales potential contacts and projects in target market. (Tacoma Narrows Project was the single longest expanse between two high voltage transmission towers in the U.S., second longest in the world.) • Provide technical support on products and market applications to all targeted large sales potential contacts. • Provide more attractive competitive advantages in other than price including purposed delivery incentive as a cost reduction plan. (Initial line supplied by competitor failed) • Recruit the largest foreign manufacturer of this product to supply and coordinate logistics to transport shipment in the most expedient manner. (Mill in Korea, shut down factory, ran product in two days, shipped air freight and delivered within ten days after order receipt.) Business Result • Over $100,000 in sales on one item. (1-3/4” x 15,000’ UHMPE 12 strand line) • Over $25,000 in profit generated from this single invoice. • $10,000 early delivery incentive received as a result of early delivery. • $10,000 fill-in order with over 30% profit margin supplying from the second largest domestic manufacturer. (1-3/4” x 1000’ UHMPE 12 strand line) • Become known as a premier supplier to this market segment throughout the U.S. • Utilize referral to continue new market development with this market. Spotlighted Achievements - 5 What Captured 75% market share in product line in target market through developing marketing relationship with one customer.-(Jim Little Staple-Rubber bands) How • Research target markets for new product line and establish market potential, inventory requirements and product specifications. • Supply products in the general market through our warehouse eliminating customer’s inventory costs. • Develop brand image through supplying private label on a superior product performance design on this product line for a target account focusing on a single target market. • Develop a full container direct ship program for the target account by offering lower cost to the bypassing our warehouse and associated costs. • Eliminate stocking inventories at our warehouse on the target market product sizes eliminating competition from other distributors. • Develop new business through the target account by research and development into this market segment. • Set up shipping schedule that kept the target account stocked throughout the year, eliminating additional stocking requirements. Business Result • Sales over $250,000 annually in this product line to one customer. • Largest customer in northwestern US for this product line. • Generated over 25% profit margin. • Continued to keep competitors from entering the market through our joint marketing efforts.

What they like about Continental Western Corporation:

The social vibrance of a hiring firm is very important to you. Your ability to make and maintain friendships there is a critical part of your decision. You would likely be dissatisfied with a workplace that is quiet, cold, or otherwise not particularly social. When you investigate a new hiring company, ask recruiters, managers, and potential co-workers about the social life and opportunities there. This is especially important when you are relocating; moving dramatically alters your social sphere both inside and outside the workplace.

Tags

new business development, team leader, marketing manager, sales manager, territorial sales representative, manufacturer's representative, import/export sales, Industrial Sales Representative, Sales consultant, marketing consultant, Sales trainer, Motivational speaker, technical sales representative, wholesale distribution sales

Skills

Business Development, Strategic Planning, Organizational Process Design, Reporting, Balance Sheet Responsibility, Microsoft Office , Bookkeeping, Team Oriented, Business Writing Skills, Design Organizational Process, Business Analysis, Sales Force Automation, Sales Interpretation , Ecommerce Strategy and digital marketing channels optimization - SEO, SEM, email, affiliates - for high-profile accounts., Technology Solutions, Sales Support, Software Implementation, Requirements Analysis & Specification, Leadership

These are some of the questions we asked our climbers about their experiences with Continental Western Corporation: