Office Coffee Service
Situation:
Traditional
provider of coffee and beverage products to the corporate environment
with 250 sku’s wanted to grow the business and improve margins.
Client’s mix was 90% coffee and beverage sales; 10% remaining were
miscellaneous including janitorial/sanitary paper products and break
room categories.
Opportunity:
Develop
and implement a focused, integrated sales and marketing program that
would increase margins and expand the number of line items purchased
per customer.
Action and Results:
Paradigm’s
United Supply Division introduced its Emerging Markets Service (EMS)
that included a sales training and catalog marketing component.
Paradigm worked hand-in-hand with the customer both in the field as
well as with its management team. Within the first 18 months,
Paradigm’s EMS service tripled the mix of their sales in the Jan/San
category to then represent 18% overall and compounded sales growth,
proportionately. Additionally, average line items per customer, doubled.
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