A low growth model is often followed in the early stages of the mobile shredding company's life. Under this model the owner of the business is also the operator, answers calls on their cell phone and makes sales. Costs are very low, but growth is restricted.
After a period the workload servicing the existing customer base and the potential new business that could be secured if there was more sales focus dictates that additional staff be employed to free up the owners time. A truck driver and administration staff are employed and the company begins adding new customers quicker.
After a time the owner usually sees the potential if they were to employ a sales person. An active and competent salesperson soon learns the best methods to generate new business and after a few months they contribute more to sales than the company owner.
Once a salesperson is in place and generating new business the company owner is free to work on securing larger customers, enhancing marketing material and generally improving the business.
The rapid growth of customer numbers requires a sale focused approach, whereby from as early as possible after establishment salespeople who are charged solely with signing new business are able to contact prospective customers, organise demonstrations, prepare and send proposals and deal with questions and customisation of the service.
With a multi-pronged approach of telemarketing, field salespeople working with customers and forming business alliances with companies such as specialist business relocation firms the growth in customer numbers is high.