VoCare Services Inc.
is a successful managed care and employer benefits cost reduction
specialty business recognized as among Ohio's fastest growing companies.
After years of growth fueled by changes in the Ohio workers compensation
system, VoCare found its sales had peaked as the Ohio system's
evolution stabilized.
VoCare instituted a variety of sales-driving initiatives, but
found sales not growing at the rate of some of its very aggressive
competitors. It teamed with Caxton Growth to help.
Caxton Growth began by talking with an assortment of customers, prospects,
and other industry players, as well as with VoCare employees,
to understand better the "customer experience" in the industry,
and how to improve it. Coupling that insight with other objective
research, Caxton Growth facilitated management team discussion to help
it articulate its richest focus.
Then Caxton Growth created a sales engine with targeting, profiling,
telemarketing, sales dialog, marketing communications, and mail
nurture specialty personnel to attack the markets and to communicate
the messages identified. Caxton Growth personnel structured the messages,
the scripts, the presentation storyline, etc. to drive day to
day sales by our people on VoCare's behalf.
The result: New deals at a rate of more than
one per day. Sales growth in year one of nearly 50%. Net income
profitability results in year one nearly 3 times the cost of
our engagement. Growth in the top-three on every dimension versus
competitors. A new portfolio of market communications including
website, collateral, etc. A market survey exploring key issues
important to customers and providing baseline for dialog with
new customers. The beginnings of a sales culture and sales training
for the company.
