A CUSTOMER STORY
Introduction
What started as a coffee cart at the local farmer's market has grown into two busy retail locations. Skinner Coffee Co. has grown into a favorite destination for college students and weekend shoppers.
At this point in its growth, Skinner faces an important choice: add more retail locations or build more diverse revenue sources?
The Main St. cafe - a hub of activity.
"Skinner Coffee Co. has the best coffee, plus a study-friendly environment." - Local Times, Best of the City review
Challenge: win wholesale accounts in less time
Because its core markets have strong seasonality, Skinner Coffee Co. wanted to expand into a year-round wholesale business, supplying whole bean coffees to local cafes, bakeries, and fine dining restaurants.
They had a goal to bring on 6 wholesale customers in the first 90 days, but quickly realized that the sales process required a lot of time.
Without a dedicated sales team, the company founders were trying to establish leads, prepare sales collateral, and close sales. That consumed time needed for producing the product. But without closing the initial wholesale accounts, there wasn't enough revenue to bring on a dedicated sales team.
Solution: Streamlining the sales process
The team needed a way to quickly create and send sales proposals, and a solution for collecting signatures and initial deposits. Web-based documents offered a good combination of speed and impressive visuals.
They finalized a proposal template in Qwilr within a weekend, using the app's extensive image and video library to add character.
They were able to add interactive options to the price quote so that prospects could choose the number of pounds they needed and even take advantage of price breaks.
Result: 10 new accounts won in the first 90 days
"It saved us precious hours, being able to work from our template and quickly customize each new proposal. We found we could close sales in half the time." - Brent Skinner, founder
The team exceeded their 90-day goal, which allowed them to bring on a part-time sales rep to continue building the wholesale business. The founders were able to focus on supply and production logistics so they could scale quickly.
The following shows the amount of time the team is saving per month, based on the number of new leads needing sales proposals.
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