Wholesale and retail activities are becoming increasingly competitive. With increasing globalisation, open markets new distribution channels; maintaining a loyal customer base and adequate margins is often a struggle. Retailers are being challenged by omnichannel sales and the need to provide a seamless sales experience while wholesalers battle with increasing direct to market sales.
At Fortitude, we work with businesses in every sector of the Retail and Wholesale Trade industry, bringing our wealth of knowledge and extensive experience to help you achieve the profitability, security and lifestyle you seek.
Case study: Dealership grows from the core
The retail industry includes traditional sales outlets for consumers and business as well as online retailers and commission-based selling. A machinery dealership we worked with had spent several years developing a strong customer value proposition based on exceptional after-sales care, including a willingness to address product failure (even when the supplier was unwilling to repair the machine under warranty).
How we helped
After refining its value proposition and operating rhythm to reflect best practice, the dealer wanted to grow beyond that core. Our strategy for growth? Expand geographically by developing a repeatable formula that took the existing business model and:
Sought locations where its product was in demand but under-represented
Transferred key management personnel from its existing operations to the new location and recruiting additional personnel to support them
Supported the new business from Head Office with the existing systems, processes, buying power, etc.
Crucial to the business’ success was the time and effort put into developing its existing business model and developing a repeatable formula that could be rolled out efficiently in other regions.
The dealership grew its revenue from approximately $20m to over $100m within five years. By expanding competencies, it created substantial growth from its core business.
“We had no idea that we were steering a rudderless ship until we spoke with Grant Ferry at Fortitude Business Consulting. Through revision, vision and the ownership that Grant has applied, our business has found a new and exciting direction. Our goals for growth are now consistently in view and since Fortitude Business Consulting came on board, we have achieved so much. I am very confident now and even more excited about our business future.”