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Company
Background:
The Morris Family founded Morris Appliance in 1946
as a friendly family-owned and customer-oriented business to provide the
residents of Middle Georgia with a place to purchase quality home appliances.
The store is 12,000 square feet in size and offers the customer a
tremendous selection of refrigerators, freezers, washers, dryers, dishwashers
and room air conditioners.
JRM Solution using modules consisting of:
Sales Training and Sale Management
Organizational Development
General Consulting
Extended Follow-through Agreement
*Actual JRM
Client
CONTACT US
info@jrmsales-mgmt.com
866-925-6287 Toll Free |
Situation:
*Morris Appliance had gone through several years of declining
sales and profits in addition to a loss of owner enthusiasm. As a result ownership
was taking seemingly positive steps to turn the business around; including
changing buying group affiliation and a renewed effort to build his company's
sales. However, the owner was micro-managing every part of his business
and as a result was working 12 to 14 hours a day, 6 to 7 days per week.
Increasing BIG BOX competition and the fear
of losing control of his business, Lee was constantly struggling with key and
lingering issues surrounding his business including organizational control, ever
increasing expenses, and a need to increase his bottom-line profit. When
Lee finally allowed JRM to do a two-day business
performance analysis, the owner and employees were at a breaking point.
JRM Solution:
Re-defined lines of communication
Created a management team consisting of the owner, sales
manager, office manager, and operations manager
Developed a company mission statement for the team
Trained the management team to work as a synergistic,
cohesive group that worked interdependently of one another
Trained the team on how to have effective meetings
Created job descriptions: defining everyone’s roles,
responsibilities, tasks, and measurements
Created job appraisals and trained how to effectively
perform them
Defined and implemented company selling system
Set goals for sales and store performance
Redefined compensation based upon sales performance
Created tracking system for sales performance and goal
attainment
Increased delivery charges and service fees
Implemented a program to effectively sell extended
warranties
Created a procedure manual for the office
Stopped price negotiation
Results:
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Owner income increased by 11.6%
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Profits increased 2.4 times
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Total sales increased by 16.8%
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Appliance sales increased by 16.6%
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Delivery charges increased by 22%
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Extended warranties increased by 62%
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Gross margin increased from 31.3% to 31.9% |
