Five Star had two major challenges with their sales process. With multiple manufacturers and ever changing products, it became increasing more difficult to maintain a consistent message to customers using traditional presentation tools.
Locations were relying on printed media or PowerPoint presentations, which proved difficult to update across different locations.
More importantly, most new Five Star owners did not come from a home improvement sales background. Traditional sales systems were difficult for new franchisees to understand and implement, resulting in a longer than expected on-boarding process and increased time from training to first sale.