SSC had seen steady growth over the previous seven years, but not at the rate they had wanted. The market had become more and more margin focused, with competitors rising from just thirty in 1990 to over six hundred in 2011. SSC needed to increase their market share, and to do something different from the competition.
Rather than going down the usual route of securing the fastest and best kit in the marketplace, SSC decided to go in at the front end and focus on their sales and marketing, approaching Pareto with the task of delivering training for their sales team.
Between September and October 2011, Pareto delivered tailored training courses to Sales Estimators and Sales Managers at SSC. Pareto successfully standardised the sales process at SSC, changing the way they approached selling. In August 2012, SSC returned to Pareto with the requirement for sales graduates. Pareto found thirty graduates of the highest calibre, with SSC coming to view the assessment day and selection process. All required candidates were discovered on the day.