Sparking life back into business

In this feature, Deborah Coskey shares a real-life case study of coaching client, Northside Electrical Lighting Security Wholesalers.

Business Coaching is all about getting results for clients and having their business work without them.  To do this you need the input of a skilled coach as well as an action-orientated, hardworking business owner and their team.  Let’s take a look at Northside Electrical, a well-known wholesaler with branches in Redhill, Durban North, Ballito, Hillcrest and Umbilo.

Situation prior to Coaching

Northside started as a small store in 1995 supplying contractors. Owners, Kevin and Liesl Sparg and Justin Kirby, attended a free ActionCOACH Ignite business seminar in May 2019.  They had built a great business but wanted assistance in improving systems to take it to the next level – as well as guidance in building a succession plan to allow the next generation to take the business to greater heights.

Situation after Coaching

Fast forward 21 months and the business has grown considerably. A number of key elements have changed within the business, and they have enjoyed record months during the Covid-19 pandemic.  The team has a clear vision, mission and culture, and strive to deliver the best service to every single customer. They have hired more staff and have the right team members in the right positions, responsible for the right tasks. They have a more robust marketing plan in place that is delivering positive results.  The managers have received regular training sessions on how to run and build a better business, which has allowed the owners the freedom to step out of the business more often and allow their dedicated team to run the day-to-day operations.

Coaching Approach

The first priority was to look at the business as a whole and clearly establish Northside’s aims and objectives. Once these had been identified, the top three elements to start with were: knowing the numbers, increasing marketing activity and understanding the team.

We identified who the ‘dream team’ would consist of, ensuring they were passionate and dedicated to making Northside the No.1 electrical, lighting and security wholesaler in KZN by helping every customer with remarkable service and quality products.

Northside now has regular meetings, staff training and business development growth for managers.  Time management, customer service, sales training and systemising the business has also been worked on.

The current focus is to continue to grow the teams, the company and the client base to allow Northside to excel in all areas of the business.

A few words from the CEO

ActionCOACH has helped us recruit the best people, and improve systems, management, service and marketing. This has allowed me to focus on expanding branches and other projects. I knew that in growing our customer base, we would need bigger and better stores to serve the greater Durban area.

In June 2020 we opened a branch in Umbilo with our best showroom, ample stock storage, abundant parking and a great team to serve Durban central and south. After seeing it’s success we have decided to improve our Hillcrest branch. We are moving across Builders Way into a much bigger shop where we wish to create a dazzling store to better serve our Hillcrest customers.

Our Ballito branch will also be moving into a brand new, much larger shop in the prime commercial development, Northside Park.

With the assistance of ActionCOACH, we have been able to focus on making our dreams a reality. We have seen great changes after working with ActionCOACH for two years, and we look forward to the next few years and the growth that will follow.

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Author: dadmin
Website developer for Chilli Source Design.

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