The Operational Burden of 13,000 Touchpoints
Most organizations struggle to manage a personal relationship with 500 clients. When that number scales to 13,000, manual management becomes impossible. Without a Shared Service Structure, the result is a fragmented mess of missed opportunities and expiring inventory.
This case study examines how NEPA Works leveraged a massive scale outreach program for a US Wholesale giant to achieve what many thought was impossible: contacting every single client three times in 90 days while simultaneously solving an inventory crisis.
The Challenge: The "Frozen Warehouse"
Every distributor has it: Slow-Moving Stock. These are the products that take up valuable warehouse space, tie up capital, and eventually become a total loss. Our client was sitting on significant inventory that hadn't moved in quarters. The problem wasn't the product; it was the Visibility.
Traditional sales reps focus on the "Hot Sellers." They don't have the time to pitch slow-moving inventory. This is where the NEPA Works Meticulous Outreach Model creates a strategic advantage.
Step 1: The Power of More than 39,000 Conversations
To solve the inventory problem, we first had to solve the Contact Problem. Our team committed to a "Power of 3" strategy: Every customer in the 13,000+ pool would hear from us at least three times in three months.
This wasn't just about quantity; it was about Strategic Consistency.
- Call 1: Discovery. Identifying current needs and cleaning the data.
- Call 2: The Value-Add. Addressing specific queries and introducing the "Slow-Moving" inventory as a high-value, limited-time opportunity.
- Call 3: The Closing. Finalizing the order and ensuring long-term satisfaction.
Step 2: Clearing the Bottleneck
Because we were in the ears of 13,000 buyers, we had a unique ability to "direct" the market. We identified segments of the customer base whose needs aligned perfectly with the slow-moving stock.
The Result: We cleared more than 15% of slow-moving stocks in a single quarter. By turning "stagnant items" into "targeted deals," we freed up millions in capital and warehouse space for the client. This is the definition of Strategic Operations.
Step 3: Real-Time Feedback Loops
One of the core values of NEPA Works is that SOPs should be as easy as A B C. During this initiative, we didn't just sell; we listened.
- We addressed real-time queries about product specs and shipping.
- We funneled 5% more high-value leads to the field sales team for face-to-face closing.
- We provided the client with a "Live Pulse" of the market, telling them why certain stocks were slow-moving and how to adjust future purchasing.
The NEPA Works Methodology: Guided Autonomy at Scale
How did we manage 13,000 customers without becoming a "call center"? Through Guided Autonomy. Our team operated as a specialized arm of the client, empowered by our own internal Shared Service Structure. We didn't need micromanaging because our internal SOPs are built on the principle of Pride in Doing it Right the First Time.
Final Impact: The Data of Success
- Outreach Maturity: 100% of the 13,000-pool contacted 3x.
- Inventory Health: 15%+ reduction in aged stock.
- Sales Growth: 60% of previously "dead" accounts now generating revenue.
- Operational Efficiency: Field reps now focus on 5% more qualified, face-to-face opportunities.
Beyond the Numbers
At the end of the day, this project proved that having a shared service structure is not so complicated when you have the right partner. NEPA Works didn't just increase sales; we increased the Strategic Value of the client's entire database.
Ready to turn your untapped database into your biggest revenue driver? Let NEPA Works build your strategic outreach engine.
