For many Australian SMEs, growth is capped by the owner’s ability to sell part-time. Vacpac, a respected packaging supplier, faced this challenge head-on. Their journey with EMPAT Consulting is a testament to what’s possible when you stop relying on salespeople and start relying on a sales process.
Vacpac’s leadership knew their products and service were strong, but their sales efforts felt scattered and reactive. There was no formal sales process, no central system for tracking leads, and no clear strategy to guide the team’s efforts. As Kris put it:
“Looking back, it was the lack of a framework, tools and quantifiable strategy. We were working hard but without a real strategy or system to support our efforts. Without a CRM or clear processes, it felt like we were always playing catch-up and relying on luck more than intention.”
Vacpac had outgrown the systems that served them as a small business. They wanted to build on recent sales successes but knew that what got them here wouldn’t get them there.
Why Vacpac Chose EMPAT
EMPAT came highly recommended by a trusted partner. From the first conversation, Vacpac felt understood. They immediately resonated with EMPAT’s pragmatic and tailored approach to building scalable sales systems:
“EMPAT immediately understood where we were as an SME and where we wanted to go. It felt like we’d found a partner who understood us, our products and how to get the most from them.”
EMPAT’s philosophy is clear: activity matters, but only a documented, scalable sales system can make that activity repeatable and effective. For Vacpac, this meant three priorities:
Structure: EMPAT mapped Vacpac’s customer journey and co-designed a sales process tailored to their market. This wasn’t a generic template, but a system built for Vacpac’s team and goals.
CRM Implementation: EMPAT guided Vacpac through CRM selection and setup, ensuring every lead, conversation, and opportunity was tracked and managed. This gave the team visibility, control, and freed up leadership to focus on strategy.
Clarity and Focus: With a documented process and the right tools, EMPAT helped Vacpac clarify what mattered most for sustainable growth. The team could now focus on high-value activities, not just urgent ones.
As Kris shared: “Mark didn’t just hand us a template, he created a structure tailored to our needs and guided us every step of the way. That base gave us the confidence to grow, to refine, and to take ownership of our sales journey.”
EMPAT’s process mirrors its consulting framework:
Launch Pad: Strategy and process design, mapping the customer journey, and aligning team skills.
Flight: CRM implementation and enablement, building the system into daily operations.
Orbit: Performance tracking, coaching, and continuous improvement to ensure the system delivers results.
A Foundation for Growth – The transformation at Vacpac was both immediate and lasting. The most powerful “metric” wasn’t just a number—it was the shift in how the business operated:
A Functioning CRM: Every lead and opportunity is now captured, tracked, and followed up. No more missed chances or forgotten conversations.
A Clear Sales Strategy: The team knows what to focus on, and why. Activities are aligned with business goals, and everyone is pulling in the same direction.
A Confident, Aligned Team: With structure and clarity, the sales team feels empowered and supported. The pipeline is more organised, and deals are closing faster and more consistently than ever before.
EMPAT’s Impact: More Than Just a System
EMPAT’s work goes beyond process and technology. It’s about building confidence, capability, and a culture of continuous improvement. As described in EMPAT’s own words:
“We build documented, scalable sales systems that give Australian business owners control over their growth. Selling is a verb, a doing word. The only way to make activity happen is to systemise it, then scale it.”
Would Vacpac Recommend EMPAT?
“Yes, without a doubt. EMPAT doesn’t just deliver strategies, it builds relationships. Mark guided us from having very little formal sales structure at all to having a strong, reliable foundation that continues to drive our growth.”
Key Takeaways
Systems Drive Growth: Vacpac’s journey shows that sustainable growth comes from structure, not just effort. A tailored sales system and CRM are game-changers for SMEs ready to scale.
Partnership Matters: EMPAT’s role as advisor, not just consultant, made the difference. The relationship was built on understanding, trust, and a shared commitment to results.
Confidence to Grow: With the right foundation, Vacpac now has the confidence to pursue new opportunities, knowing their sales engine can keep up.
