SALES & MARKETING – ANTHONY LICATA – Page 3
Q4 Sales and Coordination
At the time of my last article, Reebie was converting leads at 24% and Jackson at 21%. Since then, we have managed to increase those conversion rates to 29% for Reebie and stay at 21% for Jackson. Those two conversion rates are some of the best I have ever seen at this company! Going into the slow season where opportunities are scarce, it is extremely important to have high conversion rates because Allied/NorthAmerican spreads out the leads they receive at their call center based on whoever has the best conversion rates (or best chance of booking the lead). Agents with the best conversions in their market, get the most leads. Agents with the lowest, get the least. So with that being said, our great conversion rates at this moment could not have happened at a better time. On a bad note however, as SIRVA has predicted business has come to a dead halt as of the past two weeks. Thankfully with the cooperation of accounting and operations, we have taken plenty of action in hopes to prolong the peak season and keep business coming in for as long as we can. Besides lowering pricing levels, these actions consist of prolonging the free storage offered to customers, making adjustments to short hauls minimums, and easing up crating restrictions. I probably sound like a broken record by now when I say this but over the next few months, we are going to have to take what we get and do the best we can with it. The jobs we get are not going to be the best paying and may not be the best quality but keeping our crews working and making something rather than nothing will be the name of the game this off season. The good news is that I believe there is going to be a pent up demand as it seems that people are waiting for the right moment when interest rates and/or home values go down. Once that happens, I think we will see a large influx of demand, maybe not quite as high as the post COVID rush; but similar I hope. Until then lets rest up, enjoy a little off time but still be prepared for whatever this market plans to throw at us!
FOLLOW OUR NEW INSTRAGRAM PAGE: https://www.instagram.com/reebieallied/