VOL. 128 | NO. 147 | Tuesday, July 30, 2013
Moving the Pack
By Andy Meek
RedRover Sales & Marketing is a few months away from starting a new chapter in the firm’s more-than-seven-year existence because of having arrived at what’s arguably a good problem to have.
Lori Turner-Wilson of Red Rover, left, is pictured with some of the new employees that the firm hired this year, including Gary Dean, from left, Catherine (Kitty) Keller, Natalie Cunningham and Kennon Adair. The firm is planning to move to a new office space in the Falls Building to accommodate the company’s growth. (Daily News/Lance Murphey)
The nature of RedRover’s work – integrating sales training and coaching with marketing and public relations – makes the agency very much a talent-driven business. And since the space in the South Main neighborhood that’s housed the firm for the last three years is basically bursting at the seams, with the firm having added just about all the new employees there it can, RedRover is preparing to shift its “pack,” as it were, to a new Downtown space in October.
RedRover founder and CEO Lori Turner-Wilson said the firm has a “very aggressive” growth plan over the next five years. Indeed, the firm has brought on a handful of new staffers already this year.
“We love our space here and the culture and vibe of being in the South Main Arts District,” Turner-Wilson said. “But we’ve been holding tight and basically can’t hire anymore until we get into the new space in the fall. We can only grow so much if we can’t add staff.”
She said the firm never considered moving out of Downtown. The new space will be inside the Falls Building, at 22 N. Front St.
Turner-Wilson describes the move as a turning point for the company. Among the pluses of the new space, it will allow RedRover to grow to three times the staff over the next five years.
RedRover will be able to hold training seminars in the extra space, so it will allow the firm to ramp up its sales and leadership workshops. The space also will offer employees a dual-purpose work environment, with “collaboration and focus zones,” as well as a community space to fuel creativity.
Colliers International tenant broker Frazier Baker helped Turner-Wilson find and secure space in the Falls Building. Architect and designer Jennifer Campbell with The Crump Firm Inc. is working with RedRover on the new space.
The move caps a surge in business for RedRover over the last 18 months. RedRover saw a 92 percent increase in revenue in the first two quarters of this year compared to the first two quarters of 2012, and it has seen a 971 percent growth in revenue since the end of 2007, according to the firm.
Turner-Wilson said that growth is a result partly of clients referring new business to the firm, as well as the somewhat unique approach the company takes in its work.
“The differentiator for us, in my mind, starts with this proven research-driven approach we take to develop strategy in the first place,” Turner-Wilson said. “Where you’ll see traditional agencies move more quickly to execution, we begin with a research foundation for most of our clients, because it allows for a more predictable result on the other end.”
Those clients include firms and groups like The Jones Clinic, Memphis Tomorrow/Memphis Fast Forward, Thomas & Betts Corp. and the Greater Memphis Chamber.
Laurita Jackson, president of 1Source, said she feels RedRover took the time to wholly understand her company’s operation.
“RedRover has not only been invaluable from a sales and marketing perspective, but also from an overall business perspective,” Jackson said. “Most recently they managed the successful rebranding of our company. The RedRover team has a high level of energy, creativity and business insight. This powerful combination has had a significant impact on our business.”
Jonathan Greer, vice president of sales and marketing for Big League Movers, said his firm decided to go with RedRover because of its experience and “holistic approach” toward sales and marketing.
“Our company’s extensive growth in the last year led us to seek out companies to assist with our sales and marketing needs,” Greer said. “Being a small business that operates in multiple markets, PR is important – but RedRover recognized our marketability is driven by our customers having a great experience. … We are excited about the opportunity to partner with RedRover and look for them to provide a huge value-add to our business and our customers.”