Follow the lead: lead generation and follow-up are crucial for spa retailers who want to make the sale.(Close Up: Portable Spas)(Company overview)

Pool & Spa News | July 24, 2006| | Copyright

Rix Pool & Spa Supply Center went from selling 30 portable spas a year to well over 100. This dramatic leap in sales took just 24 months.

To what does the East Hanover, N.J., firm credit such phenomenal growth? It hired an employee who, in addition to working the sales floor, devotes a substantial part of his day to lead generation and follow-up.

"We may have closed only three out of 10 opportunities before. With someone dedicated to working on this, we are now closing maybe six or more out of 10," says Rix owner Jim Silverstein. "It's not that we're generating more ...

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