Building business growth through expansion of sales channels

Situation:

An Australian window coverings manufacturer (blinds, shutters, curtains and awnings) engaged Chase to help capitalise on its channel opportunity within the window coverings market. Our client identified that a business plan was required to guide them in this next stage of growth to scale up the business, to meet the sales and supply demands, and to identify a long-term strategic partner.

Approach:

Chase worked closely with management to develop their business plan. We undertook a strategic review of the business by firstly reviewing the major distribution channels. We evaluated their channel performance, revenue streams, value propositions, and sales conversion rates. We also researched their channel partners to assess their customer service levels and to identify opportunities for growth.

We facilitated a series of business planning workshops with management to ensure that business planning process incorporated the organisation’s circumstances and would meet its objectives. During the business planning process, we developed strategies to:

  • Capitalise on the channel opportunity within the window coverings market;
  • Grow and scale the business systems and processes; and
  • Develop the organisation structure (roles and responsibilities) and help in hiring the right people for growing the business.

We modelled the financial projections and working capital requirements for the expansion and documented the business plan and roadmap detailing the critical objectives, strategies, responsibilities, timings, and key milestones.

Results:

Chase assisted the management team in the implementation of the business plan over the next 18 month period by providing advice and guidance on the strategic plan implementation and the business transition issues which arose.

Our client secured an equity investment from its new strategic partner and had scaled up and expanded its sales and distribution business channels with investments in new systems, galleries and showrooms.

Business has grown over 200% in the first two years of the business plan implementation by securing long-term supply agreements with the major project homes builders and investing in its distribution channels and proprietary IT system.