BUSINESS ACUMEN CASE STUDY
Owner’s Ally Case Study: A Furniture Store Settles into the Right Direction
Frank owned a second generation furniture store. He was determined to grow his business, but he wasn’t sure how. He could have set bold growth goals, hoping to improve his position through good old hard work, but Frank suspected that there were smarter ways to reach his goals. Frank decided to use the Breakthrough Business Clinic to develop the strong business acumen he knew he would need to succeed in business in a changing world.
Learn More About Frank’s Breakthrough Business Clinic Experience
The Breakthrough Business Clinic is a 5-module program designed to provide the owners of growing businesses with the strong business acumen they need to grow a scalable, sustainable business.
When he worked through Module Two, Frank used the proven Audience Insights tools to zero in on the ideal customers for his furniture store. Through this process, he discovered that the new customers who were getting married, buying homes, getting promotions at work all life events that can trigger new furniture buys tended to choose disposable furniture from lifestyle stores.
He also found that they were able to appreciate quality furniture, especially when he began to offer them some of the things that matter most to Millennial shoppers. He started making better use of social media and improved his website to make it more satisfying to his new target market. Adding a new level of convenience with easy online delivery scheduling made a big difference, too and Frank wouldn’t have known his customers wanted that without Module Two.
It was also in Module Two that Frank discovered a solution to a problem that he and others in his industry often struggled with: retaining key sales staff. He put a new incentive program in place. He was able to make two new hires confidently, because he knew they’d solve some of the problems he identified.
By putting his resources into the right channels and making the right changes in his operations, Frank was able to increase revenues by 23%, reaching his revenue goal of just about $634,000 that year. The strong business acumen Frank developed by working through the Breakthrough Business Clinic means that his investment will stick with him as he moves into year two of his company turnaround.
Frank could have put the money and time he invested in the Breakthrough Business Clinic into an ad campaign instead. However well that campaigned performed, its value would have ended at the end of the campaign. And, since Frank didn’t know who his best customers were, what they wanted, or how to reach them, that campaign wouldn’t have delivered.
Now, Frank can build on his success as he moves forward, confident that he’s putting his resources into the right efforts.