Are you leveraging your network and taking full advantage of EO’s High Velocity Speakers? If not, check out the speaker list today and invite one of them to your next learning event. If you’re not sure who to go with, High Velocity Speaker Bob Prosen is a popular pick. His mission is to help business leaders increase performance and profits by eliminating roadblocks that keep them from achieving unprecedented results.
The following case study demonstrates how Bob helped one of his clients do just that.
Monterrey, Mexico-based Vitro Packaging, Inc. is a successful global company that manufactures flat glass and glass containers. The company's subsidiaries serve multiple product markets, including construction and automotive glass, food and beverage, and cosmetic and pharmaceutical glass containers.
In 2005, John Shaddox – President of the Dallas-based subsidiary of Vitro – wanted to retool the sales organization, restructure the company's sales compensation plan and reinvigorate the sales staff and senior management.
"When we hired Bob to step in and help Vitro, everyone appreciated the fact that he was a business professional with years of practical experience. He had walked in our shoes and possessed the real-world experience required to understand our company’s issues. The methods Bob used were practical, proven and actionable— which was exactly what we needed," said John.
Together with his Prosen Center for Business Advancement, Bob helped Vitro create an incentive-based reward system that inspired teamwork and encouraged employees to go the extra mile. The system worked. According to John, in 2005 Vitro finished at US$235 million in North American sales, and in 2006 the company finished just shy of US$270 million in North American sales.
"Sometimes it's difficult to determine if investments in training produce measurable results. Thankfully, our results were both tangible and immediate. I didn’t even bat an eye at what we spent to hire Bob, because every penny was worth the investment,” said John.
Working with department heads, Prosen aligned and focused Vitro’s goals, and he showed managers how to increase accountability and results. Vitro now boasts a common vision and a clear plan for consistently achieving success.
Even though Vitro has now gone through Bob’s entire Five Attributes of Highly Profitable Companies management training program, the company continues to engage The Prosen Center in ongoing training.
“The last time I called [The Center], I didn't even ask how much it was going to cost. For us, the continuous and long-term benefits have far outweighed the investments,” said John.