“Since we began our work with Giraffe, the way we view our business has changed. Before, we were tactical, reacting to our environment. Now we are strategic, working to affect change in our environment. We measure success from not only a financial aspect, but also by measuring events and behaviors.
For example, we stated early in our process that we wished to be the first representative to be approached by new manufacturers entering our market. Once we focused on the behaviors that would accomplish this, we saw success. Of the new manufacturers that have joined us since 2010, five never interviewed another rep, and the other one interviewed us first. Mission accomplished! And though there are one or two manufacturers we didn’t get, we are confident that they interviewed us first.
We are committed to this strategic process for the long haul.”