Stephen joined SPI in September of 2019. At that time, SPI had been experiencing multiple years of stable sales revenue and new customer acquisition. With a positive company reputation, 40-year history in the marketplace, and a long-tenured employee base, SPI had in place all the pieces to push for growth in 2020.
But as some say, the best-laid plans often go awry. In early 2020, SPI lost its founder, and inspirational leader, Karl Lange. Although Karl had been battling health issues for some time, his passing led to a void at SPI. In addition to the loss of Mr. Lange, SPI’s CEO as well as our VP of Sales both stepped down, all within a 3-month period. So, in February of 2020, the SPI Sales & Marketing role was put solely in the hands of Stephen. Initially tasked with the role of contributing to the sales team at SPI, it was now up to Stephen to lead this team into the future.
In late February of 2020, with the help of a strong showing at GNEX in Las Vegas, SPI was able to bring two new enterprise-level customers into our portfolio. Both acquisitions were finalized under the guidance of Stephen and his professional representation of SPI at GNEX 2020. Also, during the GNEX show, Stephen’s 5-minute presentation introduced our software and services to a third multi-property operation – Palmera Vacation Club. Palmera would later join SPI in the summer of 2020. These three additions were instrumental in making 2020 a productive year for new sales acquisitions.
Then, to make things just a bit more challenging, CoVid-19 was introduced to our world. Sales prospects quickly evaporated, pending deals were put on hold, trade shows were postponed, and the ability to meet and visit potential customers was eliminated. This was a difficult time for everyone in our industry but perhaps a bit more difficult for someone new to both SPI and our industry. But CoVid did not stop SPI or our sales team.
In 2020 SPI initiated an email marketing program for both current and prospective customers, published multiple articles in trade publications, and implemented a new website under Stephen’s guidance.
With the help of Stephen leading our sales team, in conjunction with SPI’s development, implementation training and, technical support groups, SPI was able to continue securing new customers and increase sales revenue in 2020. Additionally, while adding new customers and revenue, SPI was able to build a stronger relationship with many of our existing customers. Customers that although may have been with SPI for years, were new to Stephen.
More importantly than all of this was his constant proactive communication with our industry partners. Building and maintaining positive relationships with ARDA, GNEX, RDO, CVOA, AMDETUR, and more has helped solidify SPI’s reputation as an advocate for the Vacation Ownership industry.
All of these reasons and many more are why SPI is nominating Stephen Green for the GNEX, Perspective Magazine 2021 Award.