An Inside Look Into LTS

LTS **********

***** * ***** ********* North ******** *** *** was** ********** *************** **** ***** **** when ********* ************** ***** ** ********** ***********. In *** **** *** years, *** *** ******** to ***** ***** ******** including ******* (**********), ********, Seagate, *****, ***. *** primarily ***** ******** ** dealers ** ********* * young ***** **** **** of ** ****** ***-****** English ******** *** ****-**** for ********.

*** **** **** ******** of ***, *** "*********'* **** ********** **********- LTS" *** "*** *** ***********".

*** ***, ***** ****, declined ** ******* **** IPVM ******* *** *** feedback ** **** ****. IPVM **** ********* * LTS ******* ** *** current ********* *** ************ but ********* ******** ** comment ** *** *** return ****'* *****/******. *** senior ******* **** **** flatly "** *** ******* are ********** ** ****** our ********, *** *** have **** ******* ** directly."

LTS *********: **** *********, ***-**** ********, ***** ***** ****

** **** **** *** has * ***** ****** that *********** **** **** other ***********:

• ********** ********* *** **, ***** is *** **** ******* of ******** ****-************ *** and *******. *******, ******** to ***** ******* ** distributors/competitors, *** ******** ************* more ******* ****** ** *** **** densely ********* ***** ** the *******.**** ******** ***** ********* with *** ******* ** walk-in *** ********** **** to * ****** ** pick-up *********.
• ***** *********** ** *** bulk ** ***** ***** team, ******** ******* ********* ***** **** earlier ** ***** *******. Customers **** * ********* salesperson **** *** ******* at ***** ***** *** office, ****** *** ******* level ** ******* *** engagement ** *** ****** and **** ******** ******** to ***** ***** ************.
• ***-**** ********, ************ *** customers ***** *********. *** sells *** *********, ** it ****** ***** ****** for *** **** ******* compared ** ******* ********* and ********* ** ******** quality ** ***** ***-**** offerings.

Cold-Calling *** **** ** ***

*** ****** ***** *** customers ******* ****-*******, ***** is ******** ******** ** larger *********** **** ** ADI *** *******. *** of *** *** ***** employees **** **** ***** day-to-day *** *** ** cold-call ********** *** **** LTS ********. *** *******, one **** ******** ********* his **********:

** *** ********* ** cold-calling ******* * *** spreadsheet ** ***** ** make ***** ** *********** and *********. ** *** part ** *** ******* managers' **** ** ****** local *********** *** ********* on ******. *** ***** also *** ***** **** lists/spreadsheets *** ** ** call *******.

***** ****-******* *** ****** for ***, ***** ******** regularly ***** ** **** people **** ***** *** contribute ** * ****** turnover ****. *** ****** employee **** ****:

**** ** ** **** turned **** *** ***** to *** **** *****, we **** ******** ** follow ** *** **** calling *** ********.

******* ****** ******** *** tasked **** ******* ******** accounts, *** **** ** was **** **** ** the ****** ** "****-*******" comments ** ***** ***** attempted ** **** *** products, ******** *** ****** himself *** *** *******:

****, * ****** ** inactive ******* *** *** man *** ****** ** told ** "*'* *** dealing **** ***** ******* anymore" ****** ** **** up.

Chinese ******* *. ***-******* ******* *******

*** ******* ***** ****** Chinese ******** *** ******** is **** *********** *** non-Chinese ********, ******* **** IPVM. ****** ****** ***-****** local ******** ******** ** atypical. *** ******* *** typically ******** ****** ******* speakers. ***** ** ************ on ******* ******* ******** were ******* *** *** raises *** “******* **********.” However, **** ********* ******* out **** ****** * large ****** *******-******** ***** team ***** ********** ** work-related **************** *** ***** create * ******* ******* in *** ****** *** non-native ********.

******** ******** **** **** that ***** **** ******** would ***** *** ***** presented ** ******* *** eventually ****** ** *******, which **** ** ********** for ***-******* ******** ** understand **** *** ***** said. *** **** ***-******* speaking ******** **** ****:

*** ***** ******** ***** be ** *******, *** the ******* *** *** limited. ** ******* **** the *******, *** ***** manager ***** ***** ***** Mandarin ******* *** *** next ** *******, ** I ***** **** *** back *** *** ****** because * ****'* ********** anything ***** **** .

******** ***** ********* **** chalk ********* ** ** “miscommunication”, ***** *** *********** for *********** ******* ** would ******** ****** ***** performance. *** *******, *** same **** ******** *********:

* *** ***** * lot ** **** ******* down * ******** ********, just ** **** *** that ***** ********* ******* belonged ** ******* ***********. Throughout *** ***** ****, the ******* *** *** say ********, *** * asked *** ******* *** this *** *** **** communicated ******* ** **, the ******* **** ** was * **************** ******* of ******** ********.

***-******* ******** **** **** IPVM ****** ******* ******** would ***** **** ** each ***** ** *******, during ****, *** ** lunchtime. * ****** ******* speaker *** **** ** work ** *** **** IPVM:

** ******* *** ****** both ******* *** *******, I *** *** *** a *** *********. *******, I *** **** ********** as ***** ****** **** your **-*******. ** **** hurt ***-******* ********’ ******** and ***** **** **** excluded ** ******* ***** bad ****** ****.

****** ***-***** ******** ** the ****** ********* *****-******** is ********, *** ****** mostly ******-******* ******** ****** has ****** ******, ** any, ** ***'* ******** performance. *****, ********** ***-**-*** work ** ******* *** increase *** ******** ** non-Chinese ********, ** **** employees *********. **** ***** new ***** ***** ** a ****** *********, *** people **** ** ***** from *******, ***** ***** impact *** ******* ** service.

No ****** ********* / *** ********

****** ******** **** **** talked ** **** *** because **** *** ** growth ********* ** ***** position ** *** *******. Past ********* ********** ** a **** ** ******** done ** *** ********** team ** **** *********** become ****** ** ***** jobs, *** ***** *** not **** ** ** avenues ** ******** * store/branch ******* ** *** were ***** ** **** an ******* *******. ****** are ********* **** ** an “***-********* ***” **** cold ******* ** *** core ** ******* ********, and *** **** *** support *** ****** ********* tools.

*************, ***** ** ******* career ****** ** ************ sales **** *** **** issue ** ****** *** specific ** **** ***, although ***'* ****** *** certainly **** ** *** build * **** ** business. *******, **** ********* have **** **** **** at ***** ***** **** they **** **** **, they **** ******** ******** and ****** ** *** to ******* ***** ******. Feeling ***** ** *** same ******** ** *** for ****** *** ********* turnover.

Inadequate ********

******** ******* **** **** had ****** ******** ******* or ********* ******** **** they ***** ******* ***** jobs ** ***. *******, management ***** “**** **** them ** *** ******* and **** **** ** memorize *** *****.” ***** was ****** ** ** instruction ***** *** ***** the ********** *** ** each *******, *** ** was ** ** *** new *********** ** ********** learn *** ******** *** figure *** *** ***** of **** ******* ** their ***. *******, **** employees ****** **** **** found **** ******* *** helpful ** ********* ******** questions, *** **** ******** employees ***** ** ******* to **** ****** ********* as ****.

**** **** ** **** knowledge ********, ** **** extent, ** ******* ** being * ***********/**-******, *** the *************** ** ******* the ******** ******* ** add ***** *** *** customer ** ** ** a *** ***** **** ADI/Anixter. *** **** ********, the ****** ******** **** representatives *** *******, *** at *** **** ****, that ** ** ********** the ******** *** ** be ******* ** **** to ******** *** ***** set ** ***** *********.

Uncompetitive, **** ** **********, *** “************” **********/******* *********

******** ******* **** ***’* commission ********* *** “**** to **********'' *** “************,” aside **** *** ***** competitive ******** ** *** rest ** *** ********. There *** *** **** reasons **** **** *** the **************** ** *** commission *********.

*****, *** ********* ***** quotas **** *** *** high *** ********* ** reasonably ***. **** ***** not ******* *** ********** if ***** ******* **** not *******. *******, **** employees *** ***** **** these ******* ***** ** more ********** ** *** once * *********** *********** a **** ** ********.

******, *** ***** *** account *** *********** ** getting ****** *****, ***** would, ** *** ******* of **** *********, ******** take **** ******’* ********* to *** ***** ********** or *******. *** *******, a ****** **** ****:

***** *** **** ****** and ***** ******. ** you ********* **** ****** a ***** ***** ***** into * **** *****, you ***** ********** ** required ** ******* **** better *** ***** ***** even ** ** *** a **** *****. ***** makes ** ***** ** it’s ************ *** **** you ** *** ******* to ****** **** **** bonus *** *** ********* month.

************ ** *** ** lower (~$**,***) **** ******* compared ** ********** ********* and ***** ** **** past ********* *** **** for ***** ******** ********* have **** ****. ******** to ** *** **********, LTS **** **** *** a ***** ** ** met ****** ********** ** given *** ***** *** competitor ***** ********** ******* a *****. ******** *** pay **** ********* ****** LTS's ******* ** **** and ****** ******.

Variance ** ******** ****** *******

**** ********* ******* **** there *** “****** *********** in ***** ** ******** which *** **** ** very *********** **** ****** they [***] ***** ** be ***** *** ******.” For *******, ******* ***** conduct *** **** **** out *********** ***********. ***** some ******* *** **** a ***** ******* ********** no ****** ****, ***** offices **** **** * changing ********** ***** ** product ******. **** ********* understood **** *** ******** to ** * ******** franchise *** ******* **** location ***** ******* ******* each ***** *** ***** numbers.

*** ******** ******** ** policy ***** ** * result ** ***’* **** growth ***** **** *** the **** **** *** has **** *********. *******, there ***** *** ** a **** *** *** to ** * ******** whole ******* ******** ** so ************, *** *** sales ***** ** ********** local *********, ****** **** support ****** *** ***** country.

Human ******* *** **** ** *********

*******, * *********** ** insignificant ********, *** ***, and *** ***** ********** of ********** ****-******* *** seemed ** ********* **** employees ** ******* **** LTS **** *** ***** its ***** *******. **** employees **** **** *** business *** “*** ***** the ****** ****,” *** LTS **** ****** * “warm **** ** **** call.” ****** ******* *** that *** *** **** available ** ********* ***** they *** ****** ** LTS *** ** ****** year. ******* ****, “****** are *** *** **** commodity ****.” ******* ******* that **** ** *** that **** *** ********* depend ** **** *********** to **** *** **** in *** **, ***** allows *** ** “**** advantage ** ******.”

*****, *** **** **** could ****** ******** ******* on ******* *** ******** wants ** *** ***** or **** **** *****. Employees *** ** *** feel **** **** *** important **** ***** *** lead ** ****** ********. Loss ** ****** *** do *** **** **** for ** ***** ********* can ****** *** *********** of *** *******.

**********

***** *** *** ********** in ********* **** ******* in ***** ****** *** employing * ***** *** eager ***** ****, *** dependence ** ****-******* *** hiring ****** ****** ******* speakers ** ******** ** industry ************ ********* *** could ********* ****** ******. However, **** ** *** issues **** ********* ******* up **** *** *** indicative ** ********* *** sales *** ************ ** the ********. *** ***, insufficient ********, *** * perception ** *** ****** potential ****** ******, ** some ******, *** ***** jobs ** ***-**** ******* distribution.