George Byam recognized the necessity of change to survive an evolving marketplace.
A key driver in the growth of the company was the development of regional sales offices throughout the United States and Canada. This expanded Terryberry from a regional operation to a business that could sell and service national accounts.
This strategic decision is now paying even more dividends as Terryberry uses its Web site to generate leads from all over the country with a personal follow-up, usually in 24 hours.
Byam has kept the company focused on smaller businesses that are underserved or ignored by his competitors. His sales force is trained to work with human resources managers that often do not have the experience or time to develop an effective employee recognition program. This extra service adds a great deal of value and helps differentiate Terryberry from others in the industry.
Terryberry’s success also stems from reliable and prompt delivery of products. Because smaller organizations might not have the experience in employee recognition programs, orders are often placed on a “need ASAP” basis. Byam has capitalized on this opportunity by being flexible and efficient enough to handle these last-minute orders, which end up making a company’s recognition program successful and subsequently create a long-term relationship with that customer.
How to reach: Terryberry, www.terryberry.com