Your company’s future depends on having the right person in the right place
Our ability to meet your expectations is rooted in a true understanding of your environment, resources, goals, and metrics for success. The following anecdotes illustrate how the right candidates have helped our clients to address the industry’s most prevalent challenges.
Replacing a Weak Leader
Client: Lumber, Millwork, and Components Dealer Position: Area Vice President Impact: Improved net profit from <0 to $3.6m
Challenges: This client entered the market through an acquisition that was still operating at a net profit loss five years later. Due to poor leadership, the company was forced to implement a price-only selling strategy to high-credit-risk and low-margin accounts, losing their strongest team members to the competition. The desired candidate needed to possess strong sales, operational, and fiscal abilities directly related to the industry segment. More importantly, this candidate needed to provide long-term market relationships to make the necessary impact on the client’s business outlook. Confidentiality was critical since our client could not release the incumbent until the replacement was identified.
Results: In his 15 years of market experience, our candidate had forged solid professional relationships and earned the highest level of respect from his team and competitors. The client was able to increase the quality of associates and accounts virtually overnight. Within the first three months, trending annual market sales increased from $60m to $90m, with commensurate increases in gross profit margins.
Breaking with Tradition
Client: Millwork Manufacturer and Distributor Position: General Sales Manager Impact: $500k additional net profit
Challenges: This private, family-owned company is based in one of the top three housing markets and they compete against seven of the top national suppliers. They were operating under a narrow business plan, with limited product and service offerings, and struggling to increase market share and net profit. The desired candidate needed a history of proven success and industry insight to invigorate the team and capture market share. This position required someone possessing the determination to be the change agent in an environment driven by deeply entrenched tradition. Furthermore, this position had turned over three times in the past five years, creating a troubled perception in the market.
Results: Our candidate’s level of professional confidence and willingness to confront the issues gained immediate respect from the company’s ownership and the existing team. He identified and built a broader business plan, leading them to substantial growth and increasing sales from $20m to $30m in the first fiscal year. In the past three years, he has propelled them to the #1 position in their market and led them into a second market. He is currently planning their expansion into a third region.
A New Business Powerhouse
Client: Specialty Building Products Manufacturer and Distributor Position: Outside Sales Impact: Increased total company sales by 25%
Challenge: This client was an under-funded start up with a concentrated specialty product and service, competing against companies offering full-line products and services. Located in a market known for its unrealistic credit terms and services driven by National Production Builders, this client struggled with low margins and a fickle account base. The desired candidate needed to have the work ethic, maturity, and knowledge of a 30-year veteran — and the level of energy and guaranteed compensation requirements of someone with only three years’ experience.
Results: We discovered a 25 year-old go-getter who hit the ground running. He was on the jobsite by 5:00 am every morning and rarely ended his day before 7:00 pm. Although he brought less than $1m in sales volume with him, his work ethic and character drove him to generate over $3m in new business the first year. Our client was so impressed, they asked us to find another candidate with similar strengths. After a diligent search process, we were able to identify another strong up-and-comer.
A Daring Start Up
Client: Building Products Manufacturer Position: Division General Manager Impact: Produced $1.5m net profit first year
Challenge: This small private, Canadian company launched a start-up business unit to target US accounts for a price-sensitive product in direct competition with brand-recognized Fortune 500 companies. With zero momentum and limited resources, the desired candidate would be responsible for the entire success or failure of the enterprise. This position required a highly entrepreneurial professional willing to accept the challenge and responsibility to develop the entire business and marketing plan.
Results: Our candidate grew sales from 0 to $19m in his first full year on the job. The business unit is currently generating $27m in sales with a 40% ROI. His team has grown to 55 independent reps, allowing his division to successfully support nine new product launches.