CASE STUDY #1
“Competitive Advantage”
Client:
High End Systems is one of the world's largest entertainment lighting manufacturers that create lighting products ducts and control systems to illuminate some of the best known artists on many the world’s largest stages, film and television sets, cruise ships, theme parks, restaurants and retail spaces.
Business Objective:
Aggressive growth plans and an increasingly competitive marketplace called for our client to enhance their Asia Regional leadership. High End Systems’ challenge was to identify a Regional Sales Manager with experience in Lighting Manufacturing in Asia. This highly critical, high priority position needed to be filled quickly. If we could intrigue qualified candidates with the level of experience we would then give them the competitive advantage needed in their marketplace.
Action:
MR Portland assigned a veteran recruiter to accept this challenge. After assessing the client’s specific needs, we quickly deployed our knowledge of lighting manufacturing, our International presence and our experienced staff of 47 recruiters to bring to the client’s attention a Regional Manager with the requisite Asia and Entertainment background.
Result:
After one year, this Lighting Manufacturer still enjoys the expertise of their newly appointed Regional Manager who has directed their recent efforts in acquiring $21MM of new business to help them in becoming the premier provider of lighting products around the world.
Let our Lighting, Controls, and Energy Management Specialist Recruiter, help you: Janet Thomas
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CASE STUDY #2
“THE FASTEST PLACEMENT”
Client:
Consolidated Electric Supply is a privately held $600 million dollar distributor of electrical products with over 500 branches in the U.S. serving commercial, industrial and utility accounts.
Business Objective:
CED needed to replace a vacant Northern Cal sales territory which was comprised of 13 established accounts, millions in profits and critical to the branch’s future. CED’s attempts to fill the position by way of traditional methods yielded little results with their customer’s demands not being met. They quickly realized that finding and positioning the right sales person in this market would be one of their toughest challenges.
Action:
CED asked MR Portland to be their strategic recruiting partner to aid them in meeting their staffing goals. The Portland group accepted the challenge and mobilized the efforts of the entire Electrical Distribution Recruiting team with the directive for MR Portland to target a specific individual. This highly coveted sales rep had clearly turned down all discussions with CED due to the long tenure with his current employer. Prior to this call, MR Portland customized a compelling presentation to take to market, including the unique qualities of the position, the company and their people. The initial conversation with the target candidate went well and MR Portland was able to uncover the hidden objection, devise a plan to accommodate his concerns and bridge the gap that stood between the candidate and CED.
Result:
Three days later, this specific salesman resigned his current position, joined CED and soon followed with two key people of his own which immediately yielded millions of dollars of new business.
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“Speed and Volume”
Client:
An internationally known, leading Pharmaceutical/Biotech company with thousands of Sales Representatives in the United States.
Business Objective:
This Pharmaceutical giant calculated they were losing $66,000 a month in sales by having too many vacant sales positions.
Action
After numerous interviews with leading Executive Search firms, this pharmaceutical company selected MR Portland’s reputation for our ability to deliver. In addition to MR Portland’s track record, our proven recruiting model would result in the client filling more than a hundred positions in less than 4 months! All of these A player Sales Reps were found deep within competitive Pharmaceutical Firms due to a targeted search that featured the unique offerings of the company, the position and their people.
Result:
In the next 75 days, MRI of Portland identified, qualified and safely delivered 96 Pharmaceutical Sales Representatives to their client. They were now well positioned to capture that lost sales market.
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“Desolate Location”
Client:
Norwest Ingredients is a leader in the supply of quality natural mint oils and fruit extracts. With over 75 years combined experience and a tradition of providing the finest quality products and services.
Business Objective:
Norwest’s aggressive growth plans called for them to attract and hire an experienced “Flavorist” located in a very desolate location in Eastern Washington. They had a deadline of two months to hire the person who could set up new labs and expand their offerings into new applications for their mint. Norwest quickly discovered that finding and positioning the right person would provide them the competitive jump on a new market un-tapped by their competitors. Because of the timing and potential of this project, it was critical to remain confidential throughout the selection process.
Action:
MR Portland assessed Norwest’s efforts to date and found that they had reviewed many resumes due to the result of their advertising campaign. Furthermore, the hiring authority was concerned by the lack of talent he was seeing and the administrative costs in setting up interviews and scheduling flights had already added up. In all these efforts, one qualified candidate surfaced, was offered the job, but declined due to the location of the position.
MR Portland veteran recruiter, Michael Rowe was able to lead a new campaign, much more targeted and the results would soon show. In two weeks, Michael produced experienced flavorists, with competitors, none of which were on-line, unhappy, or actively interested in a job change. Michael was able to discreetly feature his client, his process and safely present them for an interview with this leading manufacturer of flavors. Five of the six candidates presented were qualified enough to be interviewed, two of which became Norwest’s finalist and one was offered the position.
Result:
The offer was accepted by a candidate with 13 years of mint flavoring experience who had left the flavoring industry and wanted to return. This flavorist, who currently lives in Mexico, once lived and went to college in this same desolate location in Washington, where he and his wife would be thrilled to return. He had direct experience setting up labs and was well versed in generating new applications for mint. It was a perfect fit in skill-set and timing.
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