Countersales UK Ltd grows sales by 20% and improves gross margin by using Collaborative’s Customer Value Management system.

Countersales UK Ltd is an online retail company based in Leeds. The business has grown by 20% year on year following its acquisition by David Paley, the current owner.

But in the last financial year, growth had slowed down and margin declined. David is not one for “steady state” so he called in an associate of ours, who subsequently called us in to do a more indepth analysis for him.

“Business Analysis of your existing customer and product sales is an essential starting point for any company wanting to take their business to the next level”.

We worked with David and his team to download his sales and CRM data into our CVM model. The results were very interesting. It highlighted that there were vertical market sectors ideal for growth, customer types which could buy more and new products that would be of use to existing clients.

David has an MBA in Marketing so coming up with a strategy to exploit these opportunities wasn’t an issue. Time was the limiting factor. How could he implement the strategy with the level of full time resource he had available?

Collaborative – as practical as we are pro-active.

That’s where Collaborative stepped in again. Colin set about contacting his list of prospect companies to find out buyers’ details. He then called these people to establish a relationship with them, finding out more about what they needed and simply making these prospects aware of what Countersales had to offer.

THE RESULT

The formula works. By focusing on finding more of the profitable sales and losing the loss making customers, David has reached his target of 20% growth and improved his gross margin by 3%.

Business Growth does not have to be challenging. It’s about exploiting your profitable opportunities and making the most of your existing customer and contact bases.

To see what David thinks about our solution click on the video below.

To find out how the Collaborative CVM system can work for you arrange a free consultation today. Call us on 0845 527 7507.