Business development specialists have been promoting the Postal Service’s employee lead generation programs, and the results are speaking for themselves.
Nationally, revenue for the Clerks Care program soared 156 percent in the fiscal year that ended Sept. 30, compared to the same period in 2017, while revenue for the Mail Handlers Lead Program increased 18 percent during the same period.
Both figures are at all-time highs for the history of their programs, according to Louis DeReinzo, senior sales specialist for small business at USPS headquarters in Washington, DC.
DeReinzo said some of the increase is the result of the small-business team’s decision to add “Triple Play” to the BDS Challenge, a year-long competition in which business development specialists promote lead generation programs to USPS employees.
For Triple Play, the specialists target facilities such as processing and distribution centers, network distribution centers and other large locations other than Post Offices to talk to employees about the programs.
Triple Play has been a hit in Western Pennsylvania District, where business development specialists Robert Lessman and Lilith Colamarino enlisted the help of the three local plants: the Pittsburgh Network Distribution Center, the Pittsburgh Logistics and Distribution Center and the Pittsburgh Processing and Distribution Center.
Lessman and Colamarino held events at each plant and recruited liaisons to help publicize the lead generation programs.
Their efforts paid off: The district’s revenue from the Clerks Care program topped $975,000 in fiscal 2018 and beat the revenue target by more than 24 percent, while the Mail Handlers Lead Program generated more than $250,000, far exceeding the target for the fiscal year.
“By holding events, it brought more focus to the lead programs and built excitement that helped generate participation and revenue growth, as shown by the numbers,” DeReinzo said.
Western Pennsylvania District Manager David Webster praised the business development specialists for “leading the charge” on generating revenue.
“We identified an untapped opportunity in our plants, and with the help of our business development specialists, employees got engaged,” Webster said.