Bude Windows & Conservatories - Long Term Sales & Profit Mentoring - Case Study
Bude Windows is a long-established and quality window & conservatory installer in Cornwall. They have one showroom and one salesman, Dan. When Paul started working with them, the business turnover, of just over £1m, was made up of 50% retail and 50% trade sales. Dan is the owner’s son and, after ten years as an installer, he also took over the role of quotations.
The mentoring goal was not to increase the number of quotes; instead, we were aiming to increase the sales and margins from the same average 28 quotes each month. We began the journey with a respectable 45% quote-to-sale conversion rate with an achieved mark-up of 1.7, derived from an average order value of £3,740. By December 2019, and three years later, Dan’s conversion rate had increased from 45% to 65%. The mark up increased from 1.7 up to 2.3, while the average order value increased from £3,740 to £4,588. This meant that, while the average monthly number of quotes remained the same at 28 per month, actual sales had increased from £47,124 to £85,502.
Paul also worked with Bude to re-brand, modernise their showroom and transform the point of sale literature. All this, combined with a reinvigorated sales approach, has safeguarded Bude Windows’ long-term success.
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