Osborn Glass - Long Term Sales & Profit Mentoring - Case Study

Osborn Glass is based in South Norwood, London and was established in the 1960’s. The window installation department makes up a small component of the glass and glazing business which is managed by Dan. Pre-mentoring, Dan did the selling, surveying and admin for an average monthly turnover of £24,815 from 25 leads, 35% conversion, average order value of £2,836 and an average revenue per quote of £933. For window leads, £1,000 is generally the benchmark value of a quotation and £2,500 per sale.

 

Dan’s goal was to grow the business to £1m per year (i.e. £80,000 per month), but simply increasing the leads for the same prices would have been a recipe for failure. The first step was to steadily increase the prices so that Dan could hire the right people to do the sales and admin, while he looked after the surveying (his preferred job).

 

Safe and sustainable growth with double figure net-net profits requires an increase in conversions and margins. By the end of the second year, Osborn Glass had taken on full-time administrator and salesperson, and the monthly averages increased as follows:

 

• √ Quotes increased from 25 to 41
• √ Conversion rates increased from 35% to 43%
• √ Average order value of £2,836 increased to £4,520
• √ Revenue per quote increased from £933 to £1,944
• √ Net sales increased 311%, from £24,815 to £79,688