Ron Turk Case Studies

Ron Turk Leading Change. Inspiring People. Transforming Organizations. Case Study 1: Home Depot Supply U.S. Post-Acquisition Business Model Transformation Case Study 2: Home Depot Supply Canada Building Nationwide Business Platform for Canadian Market Case Study 3: Wieland Designs Rebuilding Confidence and Strategic Perspective in Leadership Team

Situation: Purchase of Family-Owned Business by Fortune 50 Company ,[object Object],Challenge: Transition from Risk-Averse to Aggressive Growth Model Maintenance Warehouse had been managed with a controlled growth philosophy. This conservative approach enabled more aggressive competitors to capture market share at a faster rate. The legacy business model was one of providing MRO (Maintenance, Repair, and Operations) products to apartments. There was a time when Maintenance Warehouse even limited its product line by the cost of shipping a catalog and the size and weight restrictions of third-party shipping companies. To keep front-end costs low, a catalog had been the primary sales vehicle for years, and budding direct marketing initiatives were also conservatively invested in. Major competitors were 5 years into aggressive direct sales campaigns and gaining market share while Maintenance Warehouse’s annual growth had fallen from 15% to 10%. Case Study 1: Home Depot Supply U.S. Post-Acquisition Business Model Transformation

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Objectives: ,[object Object],[object Object],[object Object],Strategy: ,[object Object],[object Object],[object Object],[object Object],Company accelerated growth, increasing number of customers and penetration per customer. Met objectives of Home Depot executives who increased investment in the business-to-business marketplace, ultimately expanding to create Home Depot Supply (now HD Supply). Results: Sales Market Segments Distribution Centers SKUs Active Customers 1996 (year before HD acquisition) $130M 2 (multi-family & hospitality) 13 7,800 85,000 2004 (last year of tenure) $700M 6 (added healthcare, government, education & commercial) 20 15,000 200,000

Situation: Home Depot Canada Wanted to Build on Success in U.S. Pro Market ,[object Object],[object Object],Challenge: Diversifying Nationwide B2B Model at Quantum Speed Since the size of the Canadian MRO market was smaller than that of the U.S., it was necessary to target more diverse customer segments, and not rely on the niche approach that had delivered early success in the U.S. We wanted to quickly achieve broad geographic coverage and market diversification that would reach a sales volume that yielded acceptable levels of revenue and return. The exponential growth required— reaching $100M in sales within a few years —necessitated both acquisitive and organic approaches. Case Study 2: Home Depot Supply Canada Building Nationwide Business for Canadian Market

Objectives: ,[object Object],[object Object],[object Object],Strategy: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Results: Sales Market Segments Provinces Covered Active Customers 2004 $20M 2 (multi-family & hospitality) 2 6,000 2006 $230M 6 (added commercial, healthcare, government, & education) 10 30,000

Situation: Wieland Designs Lost Largest Customer and 3 Senior Leaders ,[object Object],Challenge: Provide Vision, Strategy, and Leadership Tools for Turnaround Senior managers had become so determined to search for new customers to replace lost sales, that they loss focus on the management of business fundamentals. Company leadership lacked the change management and strategic planning skills needed to turn the company around. There was no consensus amongst key leaders, including family, on what steps to take next. The culture of siloed functional teams made moving forward that much harder. Case Study 3: Wieland Designs Rebuilding Confidence and Perspective in Leadership Team

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Objectives: ,[object Object],[object Object],[object Object],Strategy: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Results: The Senior Management Team acquired a shared, defined vision for moving forward. Leaders were equipped with the tools and confidence to execute that vision and make strategic course adjustments after I left the company. Other key results include:

Ron Turk Case Studies

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Ron Turk Case Studies