Case History

Hypertronics Corporation is a world-leading provider of high tech electrical and electronic interconnect solutions for the most demanding applications in military, aerospace, medical and critical industrial markets.

Challenge: Hypertronics hit a plateau. Once a privately held business accustomed to middle-single digit growth in sales and profit, they were challenged by the new owners (Smiths a publicly traded FTSE 500 business) to double the sales and profitability of the business within 5 years (by the end of FY2006) while assuring SG&A goals were met. The route to market was through Independent Manufacturers' Reps, supported by two regional managers, inside customer service department, two niche distributors, and one Director of Sales, many of which were with the business for several years.

Solution: David Kurlan & Associates was brought aboard to assess the entire inside and outside sales team including the business leadership team. Upon completion, a clear plan for sales development was established and implemented. This development included sales training along with individual coaching for sales and sales management development for the sales management team.

A Turn-Key Recruiting Solution (STAR) was also provided, which helped Hypertronics attract the right candidates and fill the newly created seats with the right professional sales people. The new seats were created by terminating the independent rep firms, many of whom thought that the historical business was an "annuity".  Additionally, they were not brining in the new business as required and Hypertronics as a whole was in need of a more direct sales structure.

The Result: Hypertronics successfully developed a world-class sales and support organization and on boarded 15 new salespeople from the US to China. This molded a new culture within the business to over achieve and exceed both internal and external expectations through double digit sales and profit 5 years running, doubling the size of the business within plan while retaining most of the top performers.