urer of billiards tables in the US. AHB decided to enrich its product offerings by focusing on complementary game room furniture. Retail sales reps lacked a process and clear message for selling game room collections; the sales process was undefined; positioning against the competition was narrowly focused and the company wanted to move the focus from selling billiards tables to selling entire, upscale game room furniture collections.
The Solution
Invision developed a comprehensive training program that linked directly to AHB’s marketing goals. The deliverables included:
- A defined, structured, sales process for single item and collection sales
- Comprehensive training on the consumer target market
- An up-to-date look at products, product rollout and competitive positioning strategies
- A tool kit of follow-up meetings designed to be delivered at retail by store managers
- A inside call out effort to coach trainees in increasing sales
What They Said
“Invision helped us write a new sales process as well as add structure to our training methods. Because Invision is exposed to many different industries, they brought a fresh new look and ideas to our total sales process. Invision Strategies completely overhauled and defined our Sales Process. The impact the new training has had with our Dealers ability to sell more goods has been immeasurable! The entire Invision Strategies Team is very talented and easy to work with. They just get "it!” ! I truly can't say enough about them - they are fantastic!”
John Hoffman, Vice President, American Heritage Billiards
