01 · Industrial equipment manufacturer
Former role: Chief Revenue Officer
$41MM to $72.7MM
$41MM in 2020 is the baseline. Joined in 2021. Not the year I started.
At an industrial equipment manufacturer, revenue grew 77%, from $41MM in 2020 to $72.7MM, with parts revenue doubling. Jason joined in 2021 as equipment sales manager, became CRO, and led the sales organization through that growth.
The seat
Sales, parts, and service ran apart. Thin data. Pricing by feel. In 2023, revenue fell 9%.
The moves
- One revenue plan across sales, parts, and service. A sales arm for maintenance.
- Salesforce, quoting, and ERP data on one customer-health board.
- Discount guardrails from purchase history, labor, and manufacturing cost.
- 77%Revenue, from $41MM in 2020 to $72.7MM. Jason joined in 2021.
- +72%Equipment sales grew 72%, from $29.5MM in 2020 to $50.9MM. Jason joined in 2021, after that 2020 baseline.
- 2×Parts revenue doubled, from $8.4MM in 2020 to $16.8MM. Jason joined in 2021, after that 2020 baseline.
- 66%Service revenue grew 66% at its peak, in 2022.
- 2024A 9% decline in 2023 became 16% year-over-year growth in 2024.
- +118%A 118% improvement in discount dollars vs. the prior year, in 2024.
- $2.2MMAverage transaction size grew from $1.6MM to $2.2MM.
02 · Dealership turnaround
Joe Bullard Cadillac, General Manager
–$80k to +$200k
Twelve months.
The seat
Joe Bullard Cadillac was losing $80k+ and needed a full turn.
The moves
- P&L, budget, and pricing off the data.
- Sales comp and standards rebuilt.
- Faster reconditioning. Used inventory bought off market data.
- $200kFrom losses of $80k+ to $200k in profit in 12 months.
- 1.7 daysReconditioning faster. About $450k more revenue a year.
- 28.8%New car gross profit.
- 7.8% / 20.1%New car sales up 7.8%. Profit per vehicle retail up 20.1%.
03 · Multi-location
CarMax, former General Manager
3 to 27 sites
The seat
CarMax was proving a small-format store. I was the first GM hired from outside.
The moves
- Ran 3 pilots and wrote the model with corporate.
- Fit the standard to a smaller store without losing it.
- Staffed, trained, and promoted from inside.
- 27Small-format grew from 3 to 27 sites.
- Top 5%Of 204 locations.
- 20%Lead conversion. Customer engagement scores up 15%.
04 · National retail
Sears, National Sales Development Manager
+14%
Business unit profitability.
The seat
Sears needed a sales process that could stand up to new competition.
The moves
- Merchandising and displays rebuilt.
- Comp and incentives rebuilt.
- Pricing, mix, and a script for the high-margin items.
- 1,200+Locations.
- 14%Business unit profitability.
- 7%Average quarter-on-quarter growth from the new merchandising.