Focus: Corporate assessment

Diagnostic: Building profitable business units; Solutions sales and sales management training and development; 

JVC Technologies, Inc., Plymouth Meeting, Pennsylvania

JVC is a reseller of integrated computer-based wide and local area communication systems. Their revenues exceed $12 million and they have grown to over 50 employees. 

Situational Overview

JVC Technologies, Inc., was experiencing growth pains and a need to increase margin on sales in their high-technology marketplace. As a Value-Added Reseller started by two driving technology entrepreneurs, they were beginning to see the need for experienced assistance in the area of sales development and process management. Once the change and improvement process started, their needs expanded to include corporate restructuring and process improvement for all internal operations. 

Efforts: 

JVC met The Chapman Group through a sales training seminar that we were conducting nationally in cooperation with Novell, Inc. Originally engaged by JVC when they were less than $3 million in sales, we set out to define their “best practices” for maximizing commercial sales opportunities. As a result, we were also asked to drive the corporate restructuring. 

The combination of our efforts propelled their exponential growth ($3mm to $10mm) over the next three years. During this time we watched over the progress carefully,  providing senior management guidance and strategic planning support throughout.

The Chapman Group conducted an overall business assessment and served as a resource for the corporate management team during this challenging transition through accelerated growth and profitability. Here's how we contributed:

• Developed management and sales skills, and facilitated behavior change

• Restructured organization into defined profit-based business units

• Initiated a comprehensive employee appraisal system

• Defined and announced employee policies and procedures manual

• Participated in general management of corporation

• Implemented strategic & tactical sales and key account methodology

• Conducted management development, skills assessment and training

• Created value-added solution selling

• Developed business unit profitability models

• Developed account management process

• Implemented behavior change

Results:

• JVC grew from $3 million in annual sales to over $10 million within three years

• JVC is currently a thriving $12mm enterprise