Pittsburgh, PA (PRWEB) November 28, 2005
The Pareto Principle, also known as the 80/20 Rule, is used to describe any situation where 20 percent of something results in 80 percent of the results. Most companies that have been in business for a few years conform to the Pareto Principle in terms of revenue distribution -- 20% of their current clients account for 80% of their current revenue.
The new Double Up Program by RES helps a company tap into the top 20% of their existing customers to help propel their business to the next level.
According to Frank Hood, CEO of RES, “By focusing on the largest 20% of customers and learning about the business problems they are facing, and how your product and/or service could help them solve these problems, you accomplish two things at once -- you move from being a vendor to being a partner, and your client is not so price sensitive anymore because of the increased value that you represent to them.”
The goal of the Double Up Program is to double the business from a firm’s entire top 20% of clients in one year.
Hood admits that this goal is very aggressive but suggests that companies ask themselves, “what if you doubled the business in only half of your top 20%? You would grow your business by 40%. What if you cut that in half again? Most businesses would be very happy with a 20% growth in revenues -- and a bigger growth in profits since your cost of sales will be lower than if that growth came from all new clients. Plus it would take much less overall sales effort.”
Hood combines his background in sales and engineering for Fortune 50 companies to create a "process" approach with proven strategies that gives companies a simple step-by-step plan.
He’s worked with PPG, Best Western, Hewlett Packard, Pro Source Printing, JM Consulting, KeyGroup, Taylored Industries, Trust-Franklin Press, Express Polymers and many others.
To learn more about RES, visit http://www.yoursalesgrow.com
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