Renewal by Andersen Leverages SPOTIO for Door-to-Door Sales Tracking
Renewal by Andersen is the window replacement subsidiary of Andersen Corporation, a company that has revolutionized the window and door business for more than 110 years.
Organizing and finding quality leads in the field were some of the biggest challenges for Sales Manager Erik, in the company's Sacramento office. Before he took over the canvassing department, their prospecting team was using pen & paper they referred to as "knock-sheets," which often times got lost or were covered in illegible notes.
This led to numerous inefficiencies across the board for their sales team. As a result, volume started to dwindle and sales appointment cancellations increased. “The overall effectiveness of the team just wasn’t there at that point,” Erik stated.
By using SPOTIO, we know that we’re not wasting our canvassers’ time, wasting our payroll, and un-motivating our team.
Erik, Renewal by Andersen
How We Helped
Using SPOTIO, Renewal by Anderson was able to load their direct mail data, which had already been scrubbed for their demographic, directly into the product. This instantly helped with organization but also quickly increased morale as each lead was targeted.
SPOTIO also helped Renewal by Anderson keep their leads fresh. Erik says they can track through the area data and know how long it has been since they last knocked on doors; this also tells them when they’ve been hitting neighborhoods too often.
As SPOTIO has become more advanced, so has Renewal by Anderson’s sales methods. Now, they send direct mail to a certain area the week before canvassing begins. Then, already knowing which addresses meet their demographics, the sales team is able to be extremely efficient with their efforts to achieve their targets.
Erik estimates it has saved 30-40% of canvassers’ time, allowing them to focus on more promising leads.
SPOTIO has nearly tripled their appointment setting to 9 or 10 a day. And the targeted canvassing has literally paid off big time. “When I took over the department we were doing $60,000 a month in proximity generated sales. And now we are doing, depending on the month of the year, between $200,000 and $400,000. We are the top proximity team in the nation in our network right now.
In terms of effectiveness, efficiency and overall close percentage, we’re number one.
“It’s a great product. We really looked through a lot of different tools and we continue to keep apprised of what’s out there. Because of the usability and the fact that we can really tweak it to do what we want it to do easily and effectively, we’ve never seriously considered leaving SPOTIO.
Erik, Renewal by Andersen