Where merchants startMerchants and wholesalers
The Lost Sales Audit
£1,8002 days
I take your supplier planograms and your own sales, stock and purchasing data, then work out what should have been on the shelf, what wasn't, how long it was gone and what it was selling at when it was there.
- What you get
- A five-page report ending in one number: the sales that walked out of your branch without being rung through, projected over twelve months.
- Worth knowing
- Credited back across year one if you go on to a Merchant Reset.
It's an audit, not a solution. What to do about the number is the next conversation.
Independent merchants
The Merchant Reset
From £48,00012 months · 46 days, mostly on site
Four weeks getting into the bones of the business, three days a week: the counter, the yard, the cab, finance and the ordering screen. Two months deploying change with your people, eight days a month. Nine months alongside you, two days a month on site, making sure it sticks.
- What you get
- A diagnostic and a change plan, trained champions on the shop floor, suppliers pulling their weight, customer feedback you measure and systems that run without me.
- Worth knowing
- Billed monthly across the 12 months. One merchant per trading area.
- The maths
- A merchant turning over £5m that lifts gross margin by one point adds £50,000 of gross profit a year. That covers the Reset in year one, and the extra point doesn't leave when I do. An illustration, not a promise: the Lost Sales Audit gives you your own number first.
Scope is agreed up front and reviewed monthly with you. New ideas go on a list, not into the invoice.
Manufacturers and suppliers
The Commercial Partner
£1,900 a month2 days a month · 6-month minimum
Experienced commercial leadership without the full-time seat. One day a month in the field or the business doing visible work; one day with you on what's changed and what's next.
- What you get
- A sales team that knows its numbers, a support tool built around your KPIs (for meeting prep, reminders and follow-up) and customer feedback you actually measure.
- Worth knowing
- Sales structure, pricing and margin, national accounts and buying groups.
- The maths
- £22,800 a year buys 25 years of commercial leadership for a fraction of what a full-time commercial director costs. You get the thinking and the plan, and your team does the work in between.
I'm never the face of your business in front of a customer. I coach the people who are.
Suppliers getting closer to the trades
Trade Connections
Assessment £3,500Scoping assessment, then a phased programme
Most suppliers are two steps removed from the people who use their products and convinced that going direct will upset the merchants who stock them. It doesn't have to. I've done it without losing a single merchant.
- What you get
- A scored assessment of your appetite and your range, then a plan: your own focus group, end-user content and a direct channel priced so a merchant can still make a margin.
- Worth knowing
- Light-side, shippable ranges are the easiest place to start.
The rules you sign up to: you own the focus group, nobody is paid for an opinion and the price is one a merchant could match.
When the diagnosis points somewhere else
Built around you
Priced from the findingsScoped and fixed before anything starts
Not every business fits one of the four. If the Growth Score, the call or an audit points somewhere else, I'll put together a piece of work around what we find: your stages, your people, your numbers.
Same rules as everything else: a fixed scope, a fixed price and a defined change at the end. Start with the diagnostic call
