Case study Perfection Painting

For more than 25 years, Perfection Painting has painted houses and small businesses around the San Francisco Bay Area. The company has a fleet of trucks, a number of work crews and has painted thousands of structures over the years.

The competition squeeze

Despite its success, the company was being squeezed by the competition and often lost customers to the lowest bidder. Adding to this problem was the amount of unreimbursed time it took employees to visit the prospects and make an estimate on the work.

On average, only about one third of the delivered estimates actually resulted in the company winning the bid. After 25 years of growth, the company was heading for financial trouble.

A two-pronged approach

Increase the revenue from the current market while making inroads into a more lucrative one. Private homes and small businesses are a steady market, but industrial facilities represent a much more lucrative source of business.

Sales Growth Partners provided a strategy with a two-pronged approach. A multi-part direct mail campaign was designed to increase business from the residential market. A portion of the increased revenue was then available for the targeted outreach to industrial facilities around the Bay Area.

This outreach included: a mailing list search, a personalized sales letter, and a brochure. Once contact was established, the newly created capabilities presentation was delivered and the effort made to close the deal.

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