Verified Case Study # 7
 
Company Name: Deschutes Optical, Inc.
Owner/Contact: John Granby, Owner
Type of Company: Optical (Eyeglasses)Manufacturing Lab
Size of Company: $1,000,000 per year gross
Verification by: Mr. Scott Spooner. Past President of the Northridge Chamber of Commerce.  Click here.
Methodology: Phone only.  I never saw Mr. Granby.
 
Problem: Lost a large contract to a low cost competitor and unable to get it back.
 
Result:
In 5 months, I took Deschutes Optical from just getting by to recapturing a big contract which resulted in his earning $30,000 per month in sales and $9,000 per month net income each and every month!
 
I created a CUSTOM SALES ENGINE which is a Custom Marketing Position and a Custom Scripted Sales Process (Sales Engine) to get a big account back at his normal high prices that was lost several years earlier to a lower price competitor. 
 
He DID NOT LOWER HIS PRICE and used the Sales Engine I created for him to get all the business back.  This one sale was worth $30,000 per month in sales and $9,000 per month net income to him.
 
Click here to see the Results letter that documents the Recapture of a huge account with no change in pricing using a Sales Engine I created!  It was worth $9,000 per month net income in one sale!
 
Click here to see the Letter of recommendation!
 
The Mission Impossible story:
What a mess. 
John had lost a big and profitable account several years earlier and had no way to regain it at his prices.  It had cost him $30,000 a month in sales and $9,000 a month in net income.  His competitor simply underpriced him.
 
John Granby had recently bought out his partner.  His business needed order so I created a CUSTOM FRAME and CUSTOM GAUGES for him which solved that problem.
 
More importantly he needed more business for his Eyeglass Manufacturing Lab.  He had lost a big account which was worth $30,000 per month in sales to him a few years earlier to a low cost competitor and was unable to regain it.  This was the business from the Bend Memorial Clinic in Bend Oregon. 
 
He wanted the business back without having to cut his prices and I re-positioned his service and created a CUSTOM SALES ENGINE that would get around the price issue. 
 
He got a chance to present to the doctors at the Clinic and got the business back at his normal prices which were significantly higher than the competitor! 
 
Since his margins for manufacturing lenses was 30% and there was no change in his fixed cost to gain the business, this one change which gained him $30,000 in sales per month was worth $9,000 per month in his pocket.
 
My main Mission Impossible was to create a CUSTOM SALES ENGINE that would get all the business he had lost back at the same price he always charged so he could be profitable again.  And I did!
 
John bought a larger fully automated lens manufacturing machine in order to cope with his increased business.
 
Click here to see the Results letter that documents the Recapture of a huge account with no change in pricing using a Sales Engine I created!  It was worth $9,000 per month net income in one sale!
 
Click here to see the Letter of recommendation!