With 30+ years of experience working for one of the nationals largest beverage distributors, the highly qualified executive decide to take the step to experience a life-long dream. He wanted to own his own business. After 2 years of searching and due diligence, the deal was completed for this distributorship of business printing supplies. A staff of 9 people had been part of the old company for a long time. Average length of employment for the existing team was 13 years.
Advanced Business Coaching was doing work with a local non-profit agency and met the new business owner who was part of the non-profit Board of Directors. During an introductory meeting, it was clear that the internal culture of the business was a major challenge. Lack of cooperation and communication between all departments was creating confusion, error and a culture of blame and excuses, lack of timely follow through in shipping had damaged reputation and customer satisfaction. Sales people were not accountable for results and shared no prospect information with office. After a thorough Alignment with the client and spouse and interviews with employees, we were able to see a clear picture of the current situation and present a 36 month plan to achieve the goals established by the business owner. He wanted to double the revenue of the business in 4 years and then sell the business before he retires.
There were 2 areas of immediate concern: 1) Stronger Financials: cutting costs, liquidation of assets and old inventory. 2) Organizational Development / Culture: during this period, we also developed clear roles / responsibilities of all positions and a written ‘Rules of the Game” program that everyone was expected to follow.
After about 90 days, the inventory and expenses had been reduced along with some cuts in some fringe benefits had allowed the company to stop loosing money each month. During this time, there was a transition of existing employees to different positions or to leave the company. The end results was 4 of the nine employees stayed on and new people were brought in to work with the experience team to serve the customers.
The strength and commitment of the new team resulted in less error, increase margin, higher inventory turnover and happier customers. With these new levels of performance recognized and secure, Advanced Business Coaching worked with the Marketing / Sales team to open 2 new markets for business that have enabled revenues to grow by 48% in the past 24 months.