Increasing Sales in National Heritage | Peter Barnett
Situation
Peter's client is the owner of a speciality flooring company with a turnover of circa £250,000 pa. They have carved out a niche by taking photographs of existing historic floors and producing copy printed floor matts to protect the existing floor. Their clients customers have the sensation and pleasure of walking on original flooring, while they are infact walking on a photographed copy. The existing floor is protected for future generations.
The client has created a unique and cost effective service but needed to improve their marketing and sales of this service.
Objectives
To find new prospects, generate revenue and streamline business processes.
To coach the business owner so that he was able to continue drive business development activity himself.
Action
1) Develop a marketing plan which included the following:
3) Coach the owner to direct and manage the business development process
Results
£120K revenue increase within 12 months, £500K further prospects identified within 12 months.
Marketing plan accepted and implemented, business processes streamlined.
And so
The increase in revenue and resultant profitability together with the improved systems has given owner the confidence and time to plan what he what he wants for both himself and the business over the next three - five years.
Peter Barnett is a leading member of the Executive and Business Coaching Network (EBCN) you can see more from his website: Business Development
Situation
Peter's client is the owner of a speciality flooring company with a turnover of circa £250,000 pa. They have carved out a niche by taking photographs of existing historic floors and producing copy printed floor matts to protect the existing floor. Their clients customers have the sensation and pleasure of walking on original flooring, while they are infact walking on a photographed copy. The existing floor is protected for future generations.
The client has created a unique and cost effective service but needed to improve their marketing and sales of this service.
Objectives
To find new prospects, generate revenue and streamline business processes.
To coach the business owner so that he was able to continue drive business development activity himself.
Action
1) Develop a marketing plan which included the following:
- Contact the prioritised top 25 heritage sites to provide demonstration
- Collect testimonials
- Add current and past projects to website
- Establish email marketing programme
- Video of installations
- Website improvement and optimisation
- Develop a sales process
3) Coach the owner to direct and manage the business development process
Results
£120K revenue increase within 12 months, £500K further prospects identified within 12 months.
Marketing plan accepted and implemented, business processes streamlined.
And so
The increase in revenue and resultant profitability together with the improved systems has given owner the confidence and time to plan what he what he wants for both himself and the business over the next three - five years.
Peter Barnett is a leading member of the Executive and Business Coaching Network (EBCN) you can see more from his website: Business Development