Dome, Setting a Torrid Pace in Sacramento, CA, With an Augmented Set of Offerings
With more Dome staff members now engaged in the sales process, there is a great deal of camaraderie and ownership of the sales group's success. With each member of a group able to interpret his/her own analytics on the cost sheets, team members can identify areas in which cost improvement can be made. It's no longer just the salesperson quarterbacking the efforts.
Dome's team is segmented into four cells: one, led by Bob Poole, focuses on the casino/gaming industry and variable data printing. Tim heads a group that concentrates on the financial and health care sectors. A third, managed by COO Dave Baker, focuses solely on health care, while another team led by VP of Sales Sherwin Poorsina, is poised to serve the point-of-purchase and retail marketplace. CFO Eric Carle is tasked with forecasting, budgeting and reporting the performance for the teams. Bob Poole says the team approach has been well-received by clients, and notes that Dome's peer group (named The Peer Group) colleagues have shown great interest in the Pooles' approach.
The results have been striking, as Dome is averaging $5 million a year in new business, including $1.5 million worth of new billing in the health care vertical alone. The growth there, as well as in casino work, is all the more impressive when considering that doesn't encompass any of the new work that is being brought aboard by the firm's recent entry into the grand-format digital printing market.
"Our growth in health care is most significant. We're riding on some of the changes that will be implemented relating to the Affordable Care Act," Tim Poole says. "Without divulging the proprietary technology we've developed…our conversations revolve around cost reduction management as health care companies are striving for total cost of ownership. We've developed some pretty cool tools to help our clients succeed."