Wickes - Closing the gap on kitchen and bathroom sales, with extraordinary results

Closing the gap on kitchen and bathroom sales, with extraordinary results

Wickes wanted help in closing their sales performance gap. We identified and rolled out the nine high performer 'silver bullets' resulting in a £67m uplift of turnover (or 5,900 ROI).

Closing the gap on kitchen and bathroom sales, with extraordinary results

Wickes wanted help in closing their sales performance gap. We identified and rolled out the nine high performer 'silver bullets' resulting in a £67m uplift of turnover (or 5,900 ROI).

Closing the gap on kitchen and bathroom sales, with extraordinary results

Wickes wanted help in closing their sales performance gap. We identified and rolled out the nine high performer 'silver bullets' resulting in a £67m uplift of turnover (or 5,900 ROI). 

£67m

Uplift in turnover


5,900%

Annualised ROI


£1,050

Uplift in AOV

 

£67m

Uplift in turnover


5,900%

Annualised ROI


£1,050

Uplift in AOV

 

"Silver Bullets is our new ‘WAY OF LIFE’ and has fundamentally changed the way we do business."

Store Manager

Wickes

"Silver Bullets is our new ‘WAY OF LIFE’ and has fundamentally changed the way we do business."

Store Manager

Wickes

"Silver Bullets is our new ‘WAY OF LIFE’ and has fundamentally changed the way we do business."

Store Manager

Wickes


The challenge

This £1.5bn DIY retailer wanted to close the sales gap on their competitors in a market where customer demand was changing.


Initially engaged to design and deliver a new induction programme, closely followed by a leader-led pilot to raise sales and service capability in the design population. Our aim was to understand the difference in behaviour of high and low performers and use that to ultimately raise performance across the group.


The challenge

This £1.5bn DIY retailer wanted to close the sales gap on their competitors in a market where customer demand was changing.


Initially engaged to design and deliver a new induction programme, closely followed by a leader-led pilot to raise sales and service capability in the design population. Our aim was to understand the difference in behaviour of high and low performers and use that to ultimately raise performance across the group.


The challenge 

This £1.5bn DIY retailer wanted to close the sales gap on their competitors in a market where customer demand was changing.


Initially engaged to design and deliver a new induction programme, closely followed by a leader-led pilot to raise sales and service capability in the design population. Our aim was to understand the difference in behaviour of high and low performers and use that to ultimately raise performance across the group.


33% to 8%

Reduction in attrition

18% to 4.5%

Reduction in underperformers


64

increase in £1m Design Consultants from 7 to 71 

33% to 8%

Reduction in attrition

18% to 4.5%

Reduction in underperformers


64

increase in £1m Design Consultants from 7 to 71

 

The solution

We uncovered the 9 top-performing skills that could be replicated across 540 Design Consultants, and upskilled Regional and Store Managers to develop these skills at team level to drive a consistently high performance standard.


By understanding why they had a major sales value discrepancy between individual design consultants, our analytical approach revealed the nine common traits consistently used to drive the most successful sales outcomes. The programme replicated these across their UK estate with Managers playing a massive role in coaching and building capability at store level.


The solution

We uncovered the 9 top-performing skills that could be replicated across 540 Design Consultants, and upskilled Regional and Store Managers to develop these skills at team level to drive a consistently high performance standard.


By understanding why they had a major sales value discrepancy between individual design consultants, our analytical approach revealed the nine common traits consistently used to drive the most successful sales outcomes. The programme replicated these across their UK estate with Managers playing a massive role in coaching and building capability at store level.


The solution 

We uncovered the 9 top-performing skills that could be replicated across 540 Design Consultants, and upskilled Regional and Store Managers to develop these skills at team level to drive a consistently high performance standard.


By understanding why they had a major sales value discrepancy between individual design consultants, our analytical approach revealed the nine common traits consistently used to drive the most successful sales outcomes. The programme replicated these across their UK estate with Managers playing a massive role in coaching and building capability at store level.


Want to transform your Sales Performance?

We can help.

Want to transform your Sales Performance?

We can help.

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