How O1S overcomed startup problems in B2B
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Office 1 Superstore

Darja Figelj, Director at O1S, d.o.o.

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Business Challenge​

Upon entering the Slovenian market, O1S Ltd. had start-up problems with B2B, which is a critical prerequisite to success for any Office 1 franchise. In Slovenia, established competition had been firmly rooted in the segment for years.

Reasons

  1. The sales team found that convincing prospects to jump from one supplier to another was challenging;

  2. sales meetings were frequently reduced to comparing prices, which was not a sufficient reason for switching suppliers; and

  3. the Office 1 Superstore license agreement offers substantive guidance for active sales, as a key to success. However the franchisee did not offer enough training and tools to implement that approach successfully.

Needs and Solution

The company director said they could succeed if:

  1. the sales team used a tailored sales process, supported by appropriate sales tools when approaching new clients;

  2. the sales team used a customized information tool to provide them precise operational management and monitoring of sales activities;

  3. sales people received training for successful implementation in practice;

  4. management could forecast sales accurately while monitoring performance.

 

Atol has proposed a comprehensive, results-oriented solution, which consists of a set of guided workshops, consulting sessions to teach sales methods, and a set of customized tools to implement the system smoothly, complemented by a range of targeted activities for a thorough and successful launch.

Results

  1. Based on Office 1 Superstore's Manual, which describes the company’s main competitive advantage and approach to the market, we have created a sales manual that contains the appropriate sales process (a sequence of sales activities) and have prepared instructions and tools for each activity.

  2. We have conducted training for sales people to use this process and tools.

  3. We have implemented a customized IT tool that enables operational management of the sales process, monitoring all tasks and arrangements.

  4. It also allows monitoring and control over activities of the entire sales team as well as reports and analysis for effective monitoring, and for forecasting sales results.

About the Company

Office 1 Superstore International is an international franchise store for office supplies and equipment. In 2006 the franchise entered Slovenia.

Contact

+386 70 550 969

Atol Business Solutions, Ltd.
Leskoškova cesta 9e,
1000 Ljubljana, Slovenija

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