John T. Shaddox, President of Vitro Dallas wanted to retool the sales organization, restructure the company's sales compensation plan and reinvigorate the sales staff and senior management. 

Shaddox wanted a compensation system that rewarded individual performance as well as company performance. This meant developing an incentive based reward system that would inspire teamwork while encouraging individuals to go the extra mile.

Based on the recommendation from a well-respected colleague, the company turned to Bob Prosen and The Prosen Center for Business Advancement for assistance.

Initially, Shaddox hired Prosen to work collaboratively with his team to design and implement a new compensation program.

"I wanted to reinvigorate our sales staff and aggressively grow revenue," said Shaddox.

"The way Bob went about accomplishing this was very effective. He engaged everyone to help design the system, while always balancing what’s in it for the individuals with what’s best for Vitro. His engaging yet laid back style worked to ease the transition and encourage everyone’s buy-in despite the reluctance that accompanies all change. Bob immediately clicked with everyone," said Shaddox.

"Everyone appreciated the fact that Bob is a business professional with years of practical experience. In other words, he’s walked in our shoes. All too often consultants lack the proven real world experience required to understand the issues. The Prosen Center is the antithesis of this. Bob’s methods are practical, proven and actionable which was a must for us," Shaddox notes.

Following the success of the compensation initiative, Shaddox hired The Prosen Center to train his entire team on The Five Attributes of Highly Profitable Companies as outlined in the best-selling book, "Kiss Theory Good Bye."

"His five attributes are common sense, not theoretical. More importantly they are easy to understand and implement immediately. To me, Kiss Theory Good Bye is the Physician's Desk reference for the businessman. I refer to it on a daily and monthly basis. It's not abook you read one time and then put away."

Results:

"A lot of training programs these days are put on by authors who write books but have spent very little time in the real workforce. Bob's programs are a welcome break from that experience," says Shaddox.

In 2005, in North American sales, Vitro finished at $235 million dollars and for 2006 the company finished just shy of $270 million dollars in sales.

"We had an incredible year. Bob got us all on the same page. He unified our departments, aligned and focused our goals and showed us how to increase accountability and results. We now share a common vision and a clear plan for consistently achieving success. Bob’s business execution training program and personal guidance was invaluable."

Shaddox also feels that the training made him a better leader and mapped out a path for success in operational excellence as well.

When asked about the ROI, Shaddox says, "Sometimes it's difficult to determine if investments in training produce measurable results. Thankfully, our results were both tangible and immediate. I don’t even bat an eye at what we've spent and every penny has been worth the investment."

"I know the training has been of great value and very worthwhile. Even though we've now gone through the entire Five Attributes program, I continue to engage The Prosen Center in ongoing training. In fact, the last time I called them I didn't even ask how much it was going to cost, because for us the continuous and long-term benefits have far outweighed the investments."

“You will be happy to know that Vitro Packaging had a record year in sales and profits. VIP is a strong testimonial that Bob Prosen can make a difference”. -- Gomez Palacio Gastelum Alfonso – Group President