The second generation copier dealer had continued to experience growth at a slow but steady pace. It had a limited sales force and was constrained by facility limitations. Also, the owner was actively involved in sales and did not spend adequate time in managing and planning operations. Consequently, the business was not tapping into the potential that existed - especially given industry changes that were taking place.

By bringing in an "independent set of eyes and ears", the owner was able to get a reliable assessment of its capacity and potential for growth. It further developed a strategy that managed risk while allowing aggressive growth to be explored. The result is that the company is in a larger facility with a larger sales force and the owner is "working on" his business rather than constantly "working in" his business. This has given him greater freedom to pursue other "dreams" while taking care of the "goose that lays the golden eggs".

Back to war stories