Case Study

Sales and Marketing Assessment and Management

CCRC | Medford Leas | Medford, New Jersey

Despite an excellent location and strong culture with roots in the Quaker tradition, Medford Leas, a Quaker-sponsored continuing care retirement community in Medford, New Jersey, found itself saddled with a sluggish housing market coupled with an older product mix. With a goal to achieve at least 90% occupancy, Solutions Advisors was retained to conduct a marketing and sales assessment in January 2013 to identify areas of opportunity for increasing sales. Following the submission of the assessment, Solutions Advisors began on-site sales and marketing management to assist Medford Leas with the execution of the recommendations.

In partnership with the sales team, we implemented a more strategic approach to working the lead base, restructured and refocused the team’s sales process, and developed a schedule of creative events heralding the uniqueness of the community’s location and culture. We also developed compelling creative and direct mail pieces. In FY2014, the sales team nearly doubled move-ins from 23 in 2012 to 43 in 2014. Ongoing into 2017, Medford Leas enjoys 91% occupancy and continues to utilize Solutions Advisors as their partner for marketing planning and sales consulting.

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