Matt Tonning is a
salesman who makes money by selling less.
The two former GTE Directory
Sales Corporation salesmen have formed a Yellow Pages
consulting firm to teach companies how to buy directory
advertising. They have shown many Spokane firms how
to save 35% to 50% of the annual yellow pages bill, and
still get the same results.
WestPage was founded in Spokane
in 1980. For the past 10 years they have helped over
5000 NW business owners to save money while buying Yellow
Pages. Directory publisher officials and salespeople
are irked by the service offered by Tonning.
When asked for comment, a district manager at USWest
Direct (name withheld upon request) said "why would a
customer be foolish enough to pay for this kind of
service? USWest Direct does the same thing as
WestPage." |
Tonning responded
by saying "we have been hearing that same old song
for a decade. Directory publishers demand big
increases and insist that their salespeople sell
more. When the customer wants to reduce the Yellow
Pages cost, they launch into the many reasons why he
shouldn't. It is the directory salespersons job to
save as much of the Yellow Page revenue as possible.
They want their customers to spend more. We
show them how to spend less and get the same
results. How can that be the same?"
His firm is contacting Boise
businesses and advising them to buy less advertising in
the Yellow Pages of the next Boise-area telephone
directory. Those who take his advice will save
money.
He is paid a fee from annual savings..... |
