The challenge
Why Nations Classroom engaged us
Nations Classroom organizes educational group trips for middle- and high-school students to historic East Coast destinations, sometimes moving several hundred students at a time from across the US. Leadership wanted significant long-term growth — and that meant building a real sales organization, tightening company-wide processes, strategic planning, and stronger financial reporting.
What we did
Our approach
- Clarified the target market to play to organizational strengths and lift gross margins
- Built departmental processes that reduced errors and freed up customer-service capacity
- Cultivated a culture of positive behaviors, disciplined execution, and accountability
- Engaged the team in long-term planning with participatory commitment methods
- Stood up information systems that gave leaders real operational visibility
- Established financial reporting systems for timely, accurate data
The results
What changed
- Sales doubled over three years
- Gross margins improved by nearly 20%
- Company moved from modest to meaningful profitability
- Tour renewals improved significantly
- Net Promoter Score reached unprecedented levels
"Neal has become a trusted partner to our entire team — he helped us hit our goal of doubling the business while improving margins and customer satisfaction."
"Randy was our Sales Leader for my first year at Nations Classroom. As a consultant, I knew his time with us would eventually end when the goal had been met, but I didn't realize the influence he would have on me. Randy has the unique ability to hold you accountable while also being your biggest fan. I appreciated his empathy, openness to being an ear for questions, knowledge of sales strategies, and his ability to identify opportunities for us as a team. If you are hesitant about handing off your sales team to Randy, don't be. He will build relationships with each individual and coach them how they want to be coached. Thanks Randy!"