The trade contractor was growing at a very fast pace and was suffering from the inability to keep pace with sales. We facilitated the sales program and obviously, it was a success – from a top-line perspective. As a result, though, delivery and customer service was faltering. The quality of work was suffering and efficiency was non-existent. They made a profit but it was not what it could have been.
As a result, they came to me with an unusual request. Can you help us lower sales and increase margins?
We implemented some basic management techniques alongside good reporting and communication processes. This helped them keep track in real-time what they were accomplishing. We also refined the sales process to identify the ‘right’ customer and to better qualify them to their new standards.
The result was more than we could have hoped for. Sales continued to increase even at higher prices and thus higher profits that resolved the issues discussed above.