Office
Increasing Sales by $500k in 8 Months 
Searching for success after a recession 

A mid-market luxury goods firm based in Austin, TX was hit hard by the 2008 economic downturn after 14 years in business.  At the time, they had 5 full time employees, some occasional interns on staff, and were based in the main downtown corridor of the city. The company initially identified its number one problem as a lack of structure and organization within the company.  Frederick Mountain Group (FMG) identified the need for the staff to come together as a team in order to implement better systems and also implement a sales and marketing program that could bring the company back to financial health.  

Increasing Sales by $500k in 8 Months 

Summary

A mid-market luxury goods firm based in Austin, TX was hit hard by the 2008 economic downturn after 14 years in business.  At the time, they had 5 full time employees, some occasional interns on staff, and were based in the main downtown corridor of the city. The company initially identified its number one problem as a lack of structure and organization within the company.  Frederick Mountain Group (FMG) identified the need for the staff to come together as a team in order to implement better systems and also implement a sales and marketing program that could bring the company back to financial health.  

 

The Company

 

 

- 5 full time employees

- Occasional Interns

 

-Based in the main downtown area of Austin, TX

The Challenges

 

 

- Unclear roles and responsibilities

 

- Toxic company culture of fear and blame

 

-Lack of creativity and motivation to excel

The Challenges 

We started by understanding the owner’s goals. What did the owner want to achieve by engaging Frederick Mountain Group? Once we had the owner’s vision for success, we considered the business. Where was the business relative to the owner’s goals?  We then moved forward with focusing on those one to three (max) areas of opportunity that would drive the business forward quickly toward the owner’s goals. 

Owner’s Goals

The owner wanted a more organized and effective business where roles and responsibilities were clearly defined. 

The Business

The staff operated in a culture of blame.  Fear of making a mistake meant there was also a lack of creativity and problem solving.  Every time there was a problem, instead of looking for solutions, the first step was to assess blame and criticize. As no one enjoys this sort of treatment, the team was quick to turn on one another so that they were not blamed for errors, real or perceived. Because people were more focused on avoiding mistakes, creativity waned. No one wanted to be responsible for an idea or process that might lead to a mistake or an error because of the blame and shame. Moreover, people were afraid to try new things, even with the owner’s approval because of the same fear that they would make a mistake in the learning process and be ridiculed.

 

 

 

 

The Solution

The Solution – Part I 

“If you are willing to work on the way you are toward one another, we can make this company profitable again.” – Jenn Ford, Founder of Frederick Mountain Group 

We worked with the team members individually and collectively to develop trust building processes. We explained that no matter what the system or process we create looks like, human error is inevitable. We worked with the team to communicate that we should look first to the system for opportunities to correct problems rather than blaming each other. 

The Solution – Part II 

We needed to develop clear roles and responsibilities.  We started by evaluating the needs of the company, and the needs of the company’s clients. How does the company deliver the best products with the best service to clients? We started with the ideal workflow for best customer services. Once we designed the ideal structure, we looked at the current staff. Through interviews, we determined the professional needs and goals of each team member. From these interviews, we evaluated best fit, no fit, where we needed to hire, and what traits and work experiences to look for in a new hire. 

“If you are willing to work on the way you are toward one another, we can make this company profitable again.”
 
– Jenn Ford, Founder of Frederick Mountain Group 

The Solution – Part III 

With a team dedicated to working together, and a new organizational work structure designed for excellence, we turned our attention to sales. Frederick Mountain Group uses a “customer-focused” sales process that helps salespeople focus on the needs and wants of the customer first.

Results by the Numbers

By the time we finished with them, they had seen a $500,000 increase in gross sales in less than one year; the company’s best sales performance  in 7 years.  Sales numbers started trending upward within 30 days of implementation, monthly sales increased by a minimum of $12,000 and up to $76,000, and team members reported feeling less stressed and more motivated.  These successes also impacted their performance with their clients.  Long-time clients reported a more exciting and happy atmosphere in the business.

Results 

$500,000 in Gross sales in less than one year

©2018 Frederick Mountain Group, LLC.