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Flow’s parent reports increased revenues 44 per cent higher sales

Sunday, August 3, 2014

Caribbean telecommunications and cable company, Columbus Communications, operator of the dominant Flow brand in T&T, reported “a 44 per cent improvement in the sales conversion rates and increased revenues” in its business solutions unit. 

In a release from a company called ValueSelling Associates, on Tuesday, Grant Hume, vice president of the business brand, Columbus Business Solutions, said: “Within six months of receiving ValueSelling training, our sales team recorded tremendous improvements and measurable outcomes, notably a 30 per cent growth in the number of proposals submitted, a 44 per cent improvement in the sales conversion rates and increased revenues.”

Columbus, ValueSelling Associates said, “is amongst the first in the Caribbean to apply ValueSelling Associates' proprietary methodology to improve (its) customer service and sales.”

In a bid to drive service excellence and improve sales revenues, Columbus Communications, operator of Columbus Business Solutions (CBS), and Flow brands hired “sales executive Natalie Pitchford to tap into the ValueSelling Framework.

“Columbus is truly focused on ensuring that both its business and retail customers receive value from every interaction with Columbus,” Pitchford said. 

“Key to this focus was equipping (its) sales teams with the skills and tools to do so, which ValueSelling was able to provide. The team embraced ValueSelling, put it into action and demonstrated immediate results.”

Gains have also been recorded with the residential brand, Flow, which is using business-to-business sales techniques to drive sales, the release said. Six months after introducing ValueSelling, Flow has recorded a 64 per cent reduction in disconnections, compared to the six-month period prior to ValueSelling.

“Working with ValueSelling has been an absolute pleasure. The programmes were relevant to our business and throughout the process there was clear communication; on what to expect and how each element of the process can impact our business,” said Makeba Bennett-Easy, the vice president of organisational development for Columbus Communications Jamaica.

“ValueSelling works. As we transition our retail stores from being payment centres to experience centres, the ValueSelling process really helps the team to better engage with our customers,” she added. 

Echoing the sentiments, Julie Thomas, president and chief executive officer of ValueSelling Associates, said: “We see tremendous potential for ValueSelling programmes in the Caribbean, as organisations are increasingly looking for new ways to differentiate themselves and create value for their customers. We are delighted that Columbus Communications is the first to implement the ValueSelling Framework in Jamaica and is already seeing the results.”

ValueSelling Associates said it helped several Fortune 1000 sales organisations around the world to compete and boast an impressive client list including companies like Google, Oracle and now Columbus.

Both CBS and Flow will be featured in upcoming success stories on the ValueSelling Associates Web site, the release said.


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