Case Study: Improving Sales Effectiveness and Customer Retention

Client: High-volume commercial waste collection operator

Despite its strong market position, the client faced an above-average customer churn rate, with limited transparency around the underlying causes of customer loss, presenting a significant opportunity for competitors to gain traction in the marketplace. The commercial model was heavily weighted toward new business acquisition:

Result

The WasteVyne helped the client shift from a churn-replacement sales model to a sustainable growth strategy, maximising value from a strong existing market position while creating new revenue through customer development, service expansion and long-term planning. Salespeople were repositioned as account developers, not just new business hunters.