Case Studies

Global Power Generation OEM Was Facing Challenges
ATC Helped Client in Saving Time and Increasing Revenue

The client—a global original equipment manufacturer of high-speed rotating equipment, serving the power, government, industrial, oil & gas, and process industries—approached ATC because of our distinctive expertise in both government work and the industries served by the client.

THE CHALLENGE

The OEM was only able to respond to their government customer demands on a reactive basis, and were quickly approaching a difficult customer service situation. The client had limited resources and though they recognized the value of their government business, they simply weren’t able to provide them with their best work.

OUR SOLUTION

ATC quickly assessed the situation, and recommended that the client engage ATC’s specialized resources and advanced systems and processes.  The client agreed and soon thereafter ATC put into place new pricing recommendations, a procedure for timely and effective responses to quote requests, and initiated a customer visits protocol designed to rebuild ailing customer relations.

THE RESULTS

By focusing first on the client’s relationship with their customer, ATC restored the government’s confidence in working with the OEM. They now felt well-taken-care-of, and were particularly pleased with the speed of quote request responses.

For our client, they were able to focus more time and attention to their more strategic initiatives. As a result, they saw sales revenue increase 156% after the first year, and compounded growth rate increase by 43%. All in all, by partnering with ATC they realized sustained focus on their non-government business initiatives, exceptional sales growth, and the preservation of valuable customer satisfaction.

Sales Revenue: OEM Only vs. OEM Partners with ATC
 

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