Tweet

Company: ProtectCell, Novi, MI
Company Description: ProtectCell is the industry leader in offering a suite of integrated products and services designed to enhance, optimize and protect the consumers’ “wireless lifestyle.” The company not only protects the customer’s mobile device, by providing a device when needed, but also safeguards everything that is “in” the device, such as personal data, contacts and pictures.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Sales Growth Achievement of the Year

Nomination Title: ProtectCell Sales Growth of 99 Percent Due to Team Effort

Tell the story about how your organization has improved its sales growth since the beginning of July 2011 (up to 500 words). Begin the essay with the percentage growth in revenue and/or units during that period, over the prior year. Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Founded in 2006, ProtectCell is the industry leader in offering a suite of integrated products and services designed to enhance, optimize and protect the consumers’ “wireless lifestyle.” The company not only protects the customer’s mobile device by providing a device when needed, but also safeguards everything that is “in” the device, such as personal data, contacts and pictures.

ProtectCell has experienced phenomenal sales growth. With revenues of $18,659,000 in 2010 and $37,192,000 in 2011, this 99% increase is due to a number of factors. And the growth has not stopped. Sales of $64,799,000 in 2012 represent a 74% increase over 2011.

The company is proud of its “firsts” in the industry, which contributed to sales growth. By making business decisions that put the customer first and offering what no one else did, ProtectCell’s sales organization not only increased sales in the short term, but also build the kind of credibility that would last long term.

These examples are proof the company believes in the philosophy that if you make the right decisions for customers, an increase in the bottom line will follow.

ProtectCell firsts include:

•First in the industry to offer monthly, one-year and two-year pricing.

•First to eliminate the 30-day waiting period. (It should be noted, the rest of the industry followed.)

•First to include additional benefits beyond traditional handset protection by offering a suite of software services including ID Rescue powered by LifeLock and Digital Leash.

In addition to implementing these initiatives, ProtectCell took on a number to internal changes and process improvements that contributed to the company’s sales growth. These include:

•Expanding the sales force to have a national reach, taking the organization from being located solely in Novi, Michigan, to having dedicated teams across the country, within four regions.

•Reorganizing the sales department to develop a stronger unit, setting up teams to focus on specific-sized accounts, covering set markets in a systematic, dedicated manner.

•Worked hand-in-hand with store managers to create sales development plans specific to each retail outlet, which included measurable goals and action items, executed within 90-day cycles to allow for implementation as well as quick analysis of outcomes, after which another 90-day plan is instituted.

•Put an emphasis on training the independent wireless dealers and their representatives who sell ProtectCell, by going to the retail locations and conducting training sessions on-site, increasing knowledge of the products, developing sales strategies and teaching advanced sales techniques.

•Developed an online portal dedicated to sales representatives and store managers, providing a means to share “best practices.”

•Increased training focus for sales organization with a matrix in place to measure success and additional training tools like webinars.

•Implemented a new CRM system to support end-to-end customer lifecycle management, improving customer service delivery, responsiveness and productivity and providing a flexible framework to support business growth and mitigate business risk.

•Heightened customer service standards resulting in 25% of all orders exceeding service levels as stated in our terms and conditions.

Roger High is ProtectCell's National Sales Director. For the past three years, he has been responsible for building the sales team and helping institute improvements that have driven revenue growth. Roger has 22 years experience in the wireless industry. Roger thrives in the start-up atmosphere where his strength in building high performance teams is evident. Roger holds a Bachelors Degree in Marketing from Miami University (Ohio).