Case Studies

Below includes a small selection of current and past clients’ sales statistics before, during and following the adoption of Paul’s unique approach to dealing with quotations. These figures can be verfied by speaking to the clients directly.

 

Paul’s quotation method doesn’t resemble any mainstream approach taught by the national companies; nor does it place customers under any pressure to buy. And yet – when this quotation method is used, customers order more readily and are happy to pay more! Paul simply discovered what compels people to buy and pay more for quality.

 

 

Who is featured in our case studies?

Our clients are typically small to medium-sized, well-established window companies. Most own a showroom and employ one to two salespeople. Others are larger installers who may have up to a dozen salespeople. Regardless of the company size, the results are just as impressive.

 

The installers featured in the case studies have either completed an in-house 5-7 Sales Master Academy session spread over a one-day workshop each month, or – more commonly – Paul has visited them for one day a month over a two or three-year period. The latter is called ‘sales and profit mentoring’.

 

 

What do the case studies show?

Some of the case studies are featured in video format while others are written examples with imagery. The figures were mostly acquired from Paul’s sales and profit tracker software, which produces monthly reports to view the sales and expenses KPIs. Other figures, where our profit tracker has not been used, have come directly from the companies’ own figures.

 

Due to confidentiality, we have not shown the increase in actual monetary profits; but, where possible, we’ve shown the increase in the ‘achieved mark-up’ and sales value per quote.

 

The achieved mark-up is simply the total sales divided by the cost of the ‘direct materials’ (frame and glass). Where conservatories are also installed, the direct materials also include the roof cost, labour and any materials involved in building the base and finishing off (excluding the installation cost of the frames and roof).

 

So, for example, if direct materials sold for £215 and the cost was £100, the achieved mark-up is 2.15.

 

Essentially, the name of the game is to increase the quote-to-sale conversion rate, whilst at the same time increase the achieved mark-up. By default, the average order value increases a little while the profits increase a lot, which in turn means that the revenue value per quote increases. For window-only quotes, the industry benchmark is typically £1,000 revenue per quote and £2,500 per sale. While profits are confidential in all our case studies, they usually increase by a factor of 3.1 in terms of percentage and revenue.