Online Retail​

Company Background:

A successful home services, trade-based business wanting to grow and achieve their full potential.

Challenge: Transactional Competence

While there was a desire to grow and achieve the potential the business offered, there was no clear business plan or even an idea of how they were going to achieve their goals. There were lots of possibilities for the owner of the business to consider, and that was the problem. What was needed was clarity of direction and confidence that the right decision had been made.

Solution:

Initial discussions with the client revealed a multi-focused offer – Wholesale, Retail, Installation, Online Sales, and a realisation that it was going to be difficult to be good at all aspects. Where to focus and be crystal clear about the business operations and offering, was the key.

Bowman Associates’ focus was to set up a structure to flesh out the details of the plan, then implement that plan by:

– Looking at individual aims across a range of areas 

– Clarifying those aims to inform the business aims  (what does the business have to do to satisfy the shareholders)

– Picking a single focus for allocating those resources

– Developing commitments that were specifically crafted to support the strategy of the business, so that implementation of the business plan was simple and predictable

Results:

Year on year, monthly sales have more than doubled and the trend in the gap is increasing. The client now has great clarity in his business thinking, his aims, how and what is needed to reach them and a model of what it will look like when achieved. They have clearly articulated the aims of the business, developed a plan to achieve those aims and recognised the resources available, and channelled those resources into a single area of focus. 

In focusing solely on the Online Sales channel, they have crafted a set of tactics specifically for their resources, that follows a plan to achieve their unique aims. Competitors could copy their tactics but they would not get the same results because they will not have done the same degree of specific and accurate thinking designed for their circumstances. This was the differentiation in the market that the client sought.