Omnico Inc,

Omnico, INC. Follow-Up Business Strategy

MKTG 577 – Robert Schauman

By

Suchin Myung

Jan. 13th, 2014.

Table of Contents

I. Statement of the Problem 3

II. Summary of the Facts

III. Analysis

IV. Recommendations

V. Conclusion References

I. Statement of the Problem

Omnico, Inc. can’t maintain long-term relationships with its clients. Financial data demonstrated that they needed extra more expenses in order to get new customers in the sales channel instead of keeping the existing customers. The company has two different strategies with two different sales personal of follow-up strategy for the company’s sales forces. Buddy Towers, sales manager of Omnico, Inc, who thinks the key strategy for follow-up with the customers get cultivate closer, more personal relationships is the golf course. Laura Killburn, a representative who worked for Omnico Inc, for five years. Her follow-up strategy key is when the products and service improves for the customers.

II. Summary of the Facts

Buddy Towers, working for Omnico Inc, for twenty years as a salesman as a top, know how to interact with the company customers. In his first sales meeting as manager, he went over the financial data that showed that it takes extra more expense to get new customers then staying with the existing customers with a good follow-up. Some of the sales people disagree with Buddy’s idea of getting relationship with the customers in a golf course. Being a golfing buddy will come back being Omnico Inc’s customers.

A successful sales representative Laura Kilburn, who has been with the company five years strongly objected. She thinks Buddy’s follow-up strategy is from an old school. She also thinks follow-up is important, but in different strategy way. She thinks the company needs products and services to be improved to bring the old customers back to business.

III. Analysis

I...