OmniDerm

B2B cosmetics distributor with 4 BDMs across 4 states. BDM CRM adoption is the primary pain point — resistance to logging activities. 150 leads from NZ outfit, 40 worthwhile, BDMs abandoned after one call attempt. Paul manually reviewing/qualifying leads — spent a full weekend on 150 leads. Fulfilment works well — 24-48 hour shipping from warehouse.

Company confirmed: operating since 1 July 1996, 8-9 staff, exclusive AU distributor of European skincare brands. Product portfolio: Dr. Spiller (80-85% turnover), Alex Cosmetic, Avitas Actives (own brand). NZ lead gen outfit named as 'Qualified Leads' — $5,000/month, 8-10 leads/week. Vast majority of actual clients come from inbound (website, social), not outbound. Dean upgraded to General Manager (was Sales Manager) — 4 months in, introduced concierge tier.

Deep dive with Dean Wallace (GM) on sales operations, HubSpot setup, lead management, account tiering (ABCD), Follow Me GPS, 4-system cross-referencing problem, ordering process, and retention strategy. Dean wants to consolidate Outlook Calendar + Follow Me + ABM + HubSpot into one platform. D-grade accounts being offloaded to TAM. Incentive program launching 1 July.