Electrical distributor serving commercial electrical contractors in the Midwest

PROBLEM / SITUATION

Sales productivity varied greatly within the sales force. The company needed to improve the performance of most sales team members in order to optimize performance.

Y&CO. SOLUTION / IMPLEMENTATION

Yastrow & Co. created a customized training program, based on our proprietary Ditch the Pitch concepts, to focus on differentiating and earning the loyalty of electrical contractors, who have the option of purchasing similar products from many other distributors.

RESULTS

“We are a premier distributor of electrical supplies and energy-efficient products, far out-pacing the industry in growth and innovative marketing. We have been recognized six times in recent years as the Distributor of the Year by IMARK, the industry's #1 marketing and buying group. As a family-owned business for over 60 years, we create value for our customers through reliability, teamwork, resourcefulness and compassion. We are a people-centered company where teamwork is essential, and team members are encouraged to develop their talents and make a difference.”