Excellence Helps Lurgashall Wine
Flow
Food and Drink International, February
2003
Lurgashall Winery, of West Sussex,
suppliers of fine English wines and liqueurs to such
high profile clients as 6 royal palaces and Fortnum
& Mason has seen a big boost in business since working
with Surrey based high performance coaching specialists
Pro Excellence.
Lurgashall Winery began production
in 1985 following the acquisition of the Malmesbury
Mead and Wine Company, that had 2 employees, no more
than 12 customers and produced 1,000 bottles of wines
and meads per year. This acquisition was quickly followed
by the strategic purchase of a major portion of Davis
Wines, a producer of country wines and spirits for almost
100 years, providing the Winery with an interesting
range of liqueurs.
Today Lurgashall Winery employs 22
full and part-time staff, has more than 1,000 regular
stockists and produces annually some 400,000 bottles
of country wines, meads and liqueurs, all produced from
real fruit, flowers, vegetables and honey.
Pro Excellence provides personally
tailored sales coaching for those who have experience
in sales, whether or not they have had any formal training.
The coaching helps focus the participant's attention
on specific areas of performance and assists in making
breakthroughs with prospecting, managing priorities
and closing business, for example. The company is so
confident that it can make a difference, clients are
offered a complete refund if they are not completely
satisfied with progress after 1 month.
Jerome Schooler, owner of Lurgashall
Winery comments:
"Our wines are stocked in some of the most prestigious
locations in the country. We felt that there were many
more outlets that could benefit greatly by stocking
and promoting our wines. My son, Nathaniel, has been
in the wine trade for many years and has been very successful
in sales, but we knew that we could do so much more
and agreed to get some help to get the momentum going
in time for Christmas. Pro Excellence came highly recommended."
"Within the first couple of weeks we began to
see results and in only two months of working together
we have boosted sales with our existing customers and
introduced our wines to many local outlets. We have
also begun to develop some very exciting new opportunities
on a much larger scale. We expect the investment will
pay itself back many times over in a short space of
time. "
When asked how the coaching has impacted his productivity,
Nathaniel Schooler replies "It has opened my eyes
to much bigger possibilities and helped me to get much
better at calling new prospects and managing and prioritising
my time. I find the coaching both fun and challenging
at the same time. It's also good to be able to let off
steam in total confidence."
"It has been great fun to work with Lurgashall,"
says Richard White of Pro Excellence. "It's rewarding
to work with local companies and I am a real fan of
their products! I also really admire their forward thinking
to invest in increasing their sales productivity. Our
unique method of working with sales people ensures a
quick payback for clients, and more motivation and commission
for the sales people and so everyone ends up happy!"
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