A series on our partners who have achieved record success and just how they did it
by Heather Lane
How does a company exceed their forecast sales for a year? We sat down with one such successful company to get their tips.
Aromea Airdesign is a provider of Prolitec’s AirQ commercial ambient scent services in Austria & Germany. They took everyone’s breath away when they managed to exceed their sales goal by 40% in 2019. Co-owners of the business, Peter Wieser and Franz Planegger, accredit their remarkable success to three key strategies.
Building a Brand
When Peter and Franz took over the company in 2017, they found the brand to be out of touch with the modern consumer.
“We thought that it’s not that style that we see representing the products…the style just didn’t fit,” Peter explained.
They believe it’s imperative for brands to stay current with the latest trends in order to present companies as innovative industry leaders. Peter and Franz put this in action with Aromea – they did a complete overhaul of the brand including their homepage, logo, and color palette.
Since the update to the Aromea brand, the company has received more than just positive customer feedback. Their popular website features client testimonials, which have increased traffic to their blog, creating a robust marketing channel.
“This is how people find us on the internet,” Franz said. “They go on the page and read the best practices from clients. We usually have an interview on the page.”
The high-quality website and increased impressions have grown their online presence and digital marketing into a reliable lead generation program.
Selecting the Right People
Leads are valuable and even more so in the hands of a well-trained staff. Peter and Franz have carefully selected their team, hiring and cross-training experts that operate throughout Austria & Germany.
“We don’t have a separate technical team. We must find guys who can sell and do technical stuff like installation so there’s a lot of training involved,” Peter explained.
For Peter and Franz, proper training and good hiring practices lead to sales growth, and they are willing to put in the time to achieve it. Aromea Airdesign’s training process may take up to six months or longer to ensure that the consultants feel prepared and understand every aspect of the business.
For Aromea Airdesign, investing in their new hires has proven to be worth every scent. After only six months, a consultant typically generates enough sales to cover their own costs.
Building Strong Relationships
Some companies consider their work done when a contract is signed, the lead converted, and the sale recorded as a win. But for Peter and Franz, this is simply not enough. The pair attribute their sustained success to making that customer happy in the long-term.
“After sale service is important,” Peter said. “We don’t represent ourselves as just sales guys. We are consultants.”
By providing knowledgeable and reliable support systems for their clients, Aromea Airdesign has managed to decrease churn rates and elevate the company’s reputation. Ongoing customer support is vital to the health of a company and Peter and Franz instill this value in all their employees.
Looking into the future
As innovative leaders in the commercial scenting industry, Aromea Airdesign has paved their own path to success using three distinct building blocks: a distinguished brand, talented team, and excellent customer support. In the future, Peter and Franz hope these secrets to success can help other companies achieve and surpass their own sales goals.
About the Author
Heather enjoys delving into research exploring the ways fragrance impacts people in their daily lives. She is a VP at Prolitec, a global provider of ambient scenting, and is working towards her MBA at Tulane University in New Orleans.
When not studying the fascinating ways fragrance interacts with the world of business, Heather renovates historic houses and gets her hands dirty with her non-profit ceramics arts studio.
