During difficult economic times, customer retention plays a greater role in success for New Berlin-based Caliendo Savio Enterprises (CSE) Inc., said Tom Savio, company president.
The firm grew 18 percent in revenue in 2007 and boasts annual sales of $31 million. CSE provides promotional products, branded uniforms and awards, ranging from in-house embroidery, branding and warehousing to fulfillment.
“Our markets are competitive,” Savio said. “Those with high customer turnover don’t do well, so as a company, we concentrate both on attracting new business and retaining what we have.”
CSE has served clients such as Kohler Co. and Miller Brewing Co. for 24 years.
“To keep a relationship for that long is very impressive,” Savio said. “Getting a new account is exciting, but we make sure to maintain what we have.”
Over the last year, CSE has added new businesses and larger clients, landing the Dunkin’ Donuts uniform account and adding American Family Insurance Co. to its promotional account list.
“The key to good growth is adding good companies vs. adding businesses which are down,” Savio said.
As it becomes more important to hit goals during a recession, where everyone is after a piece of a smaller pie, employee incentives can go a long way to keeping people motivated, said Savio.
So, when CSE surpassed its revenue goals in 2007, all employees received a 3-percent profit-sharing bonus.
“When we have a good year, we love to share it with our employees. We make sure their futures are as solid as possible,” Savio said.
CSE goes beyond cash incentives by offering events such as a “Rock Star for a Day” contest, where one person is selected and given a limousine for six hours of paid time off and $250 in spending money. They can even bring a few co-workers along.
“They basically have one day
where they are the star of the company,” Savio said.
CSE also holds a “Directors’ Dinner” every Christmas. One employee is selected at random, and Savio and five other company directors cook a steak dinner for that person and a few people he or she invites.
“It’s just a great event,” Savio said. “Everyone looks forward to it.”
CSE (Caliendo Savio Enterprises Inc.)
Address: 5400 S. Westridge Drive, New Berlin
Industry: Promotional products and uniforms
Revenues: $31 million