Phone: (203) 979-8867
Email: Jim Locker

CenterPoint Partners LLC CPP logo

Creating Sustainable Performance Improvement

Case 2: Strategic Refocus

"High expectations are the key to everything." ~ Sam Walton

Situation The 2008-2009 recession caused a 25% drop in revenue for an equity-owned building products company, clouding its outlook for the foreseeable future.
Background Initiated candid relook at business direction and go-to-market model in order to reverse the decline. Engaged senior management to re-focus business and critically examine opportunities for growth.
Analysis & Action:

Our Process
- Had each senior manager independently forecast segment sales, GP and EBITDA for each of three years and identify additional resources needed each year to achieve results.
- Led management meeting to review projections, securing consensus that the three year results would be inadequate to sell the company and give management an acceptable return.
- Secured management agreement for up-tempo plan – product development into unnerved price segments, geographic expansion, factory cost improvement and leveraging SG&A.
Result -Oriented management team and company around key growth initiatives and market expansion hiring.
- Provided over $10 million of incremental revenue in the first year and cross-country expansion.