Case Study on how Insight Consultants solved the problem of its client, Plitt Company’s challenge of managing a very huge customer data by initially working as a ‘follow-up’ agent and later formulated a plan to identify, categorise and train Plitt’s employees to try and mitigate outstanding / AR status.
Plitt Company is a US based leading seafood wholesale / retail company with over USD 100 M in turnover.
How Insight assisted in solving their problem?
Insight started out initially by making ‘follow up’ calls to customers. Slowly over a period of time, the team created a plan which included a 2-pronged approach of identifying & categorizing customers according to 5 identified parameters viz:
• Chronic delay on invoices
• Active customers
• Average invoice value outstanding
• Frequency of clearing invoices based on regular follow-ups and
• Typical respondents
and devised strategic call responses based on four standard categories. We also came up with the plan of involving the Sales Team and made it a Team effort, which was a first in the history of the client as the Sales Team hadn’t ever engaged in such an effort prior to this.
• Requirement Analysis
• Solution Planning and Development
• Enlisting Support from Sales Teams
• Metrics Creation
• Providing IT Support and Maintenance
The Bottom Line
This effort enabled reduction of outstanding by a significant 30% in 6 months, helped to generate Management Information reports. Insight Consultants eventually managed the IT Help-desk of the client.
|“When I was searching for a company, I was looking for a group I could trust, and where I’d get personal attention. On both scores, I’m completely satisfied with you.”
– Bob Sullivan, President, The Plitt Seafood Company