Background:

  • Japanese Manufacturer-Owned U.S. Distributor of Healthcare Products.
  • High-tech clinical lab automation equipment.
  • Excellent technology and service.

Competitive Situation:

  • #3 in US market (2005), wanted to improve market share.
  • Targeted 10% Growth in Revenues and 15% growth in Profits by 2010.
  • Primarily through organic growth, with updated technology intro in 2008.

TIGI Engagement:

  • TIGI retained late 2005 for Training Services to support targeted
    performance.
  • Applied N.A.S. as a sales process, implemented the COF Test, adjusted the mission, the organization, the messaging, aligned success measures.
  • Trained entire organization on TIGI Sales Process, COF, adaptive behavior tools, and Selling Economic Value.

Success Story:

  • Dec, 2010, attained #1 Market Position.
  • Grew Revs and Net Profit above forecast, and fastest in the industry, TIGI Champion Promoted to GM, President
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