Underpinning TBI’s unique approach are the capabilities of the firm’s consultants to conceive of unique and executable tactics. Careers across multiple wholesale and retail industries demonstrating strong sales, marketing and general management skill sets, and formal training in professional project management have led to the Tactical Achievements outlined below:
Product Development
Developed new design tactic for joinery in metal framing for curved eave / hip style solariums to eliminate “field-fabrication” of joints. This new approach allowed for easy field assembly. The design was key to obtaining a large-scale contract with a national fast food chain and was installed in all new facilities constructed over a ten-year period. Company went from an 8-employee “mom and pop” manufacturer to an acquisition target by a national glass manufacturer.
Credit Department Realignment
Developed and implemented field-focused collection procedures that reduced Outstanding Receivables from 58 days to 32 and collected over $150,000 in bad debt over a 12-month period.
New Brand Introduction
Developed and directed sales and marketing program for a new brand in the HVAC market. Sales were driven from $300 thousand to $4.5 million by developing a devoted network of Dealers over a 5-year period. Met and far exceeded ongoing sales targets of national manufacturer.
Sales Development
Developed and implemented a comprehensive tactical initiative for company-wide sales resulting in a 250% overall company sales increase from $8 million to $20 million through detailed territory planning, structured promotion and negotiation of market pricing over a 4-year period.
Product Redesign
Provided design schematic for outdoor air conditioning unit while part of a Product Redesign Advisory Board that was adopted by the advisory group and the manufacturer in its entirety. Design concept utilizing vertical louvers and elliptically curved cabinet walls created a totally new design approach for the industry. The new configuration resulted in improved air flow and performance. Redesigned unit was awarded #1 rating by Consumer Reports and the design has been mimicked by many other manufacturers in the years since its introduction.
Software and Procedural Implementation
Following a failed software implementation which forced the company to abandon a recently acquired product, identified workable option and implemented a total rework of information systems. Documentation of system operation by job description and a new Standard Operating Procedure Manual (also by position) were completed in 90 days.
Software Development
As a 6-year member of national software firm’s Distributor Advisory board, contributed 2 key strategies: online remote commercial quotation by contractors and an early business intelligence mechanism using flat file extraction to Excel with critical Top Ten Lists capturing daily events for report to Corporate and Branch Managers.
Business Turnaround
Designed and implemented a comprehensive Turnaround Initiative resulting in a $1.2 million bottom-line turnaround in 18 months including implementation of $600 thousand in cost reductions, raised gross margin 3.8% in 6-month time frame and reduced Inventories $1.4 million (33%) while maintaining a service level supporting a 10% sales increase.
Sales Volume Recapture
Implemented a comprehensive Sales Recapture Initiative that recovered $4 million in branch division revenues in 18 months (25% sales increase) lost from attrition of key product line as a result of merger. Program incorporated a unique and powerful approach to Dealer Travel Incentive with minimal cost to company.
Financial Services Project Management
As part of “Back-up” strategy development for a national financial services company seeking to start up a 529 College Savings Plan, resolved issue of finding the required state sponsor. Found a company that had secured three opportunities in a single state with discretion to secure strategic partners, obtained free rights to software and raised projected internal rate of return (compared to initial option) from negative 16% to positive 24%.
Marketing System Redesign
Implemented new Initiative recasting roles of sales and marketing personnel in a high-end construction firm. Result: raised sales from less than $1 million to $6 million dollars annually in 12 months with a total team size that was less than half the size of the original.
Online Remote Sales Training
Developed Initiative for full-time presence of sales training material for high-end in-home retail sales people to access a detailed library of sales process training through smart phones, live on the job.