Results

Chicago Specialty retailer

Scope: Business Turnaround | Value Creation | Sales Infrastructure | Exit Readiness

Brought on in early 2024 to stabilize an underperforming franchise, I led a full commercial and operational turnaround across revenue growth, team performance, management systems, and earnings quality. The mandate began as business stabilization and evolved into broader value creation work: rebuilding the sales engine, installing accountability systems, reducing owner dependence, and strengthening valuation readiness.

Results:

Full P&L Turnaround:

Scaled annual revenue from $971K in 2023 to $1.48M in 2024, then to $1.99M in 2025 — a 105% increase over two years. Chicago secured the #2 performance ranking in the network.

Revenue Growth:

Delivered +$500K YoY growth in 2024 to a record $1.48M, then grew the business again to $1.99M in 2025.

Sales Performance Reset:

Implemented structured sales methodology, KPI-based performance management, and coaching systems that increased closing ratios from under 10% to 30%+, with top performers exceeding 70%.

Team and Culture Transformation:

Reset a team that viewed goals as unattainable into a performance culture with clear standards, measurable accountability, and sustained target attainment.

Operational Transferability:

Formalized SOPs, manager workflows, and operating rhythms to reduce owner dependence and improve continuity under future leadership or ownership.

Risk Management Function:

Reframed customer service as a formal risk-management function, reducing refund leakage, improving quality control, and helping protect gross margin.

Labor Efficiency and Earnings Quality:

Improved gross profit-to-payroll efficiency to approximately 4.3x through labor model restructuring, KPI cadence, and stronger management accountability.

Valuation Readiness:

Built normalized EBITDA to approximately $644K, supporting a defensible 3.25x–3.5x EBITDA multiple and enterprise value range of approximately $2.1M–$2.25M. Structured valuation logic around earnings sustainability, margin stability, labor efficiency, lease risk, and franchise constraints.

Bay Area Franchise retailer

Scope: Business Turnaround | Exit Readiness | Sell-side Support

When a sudden rent shock and leadership turnover disrupted the business in mid-2024, I led the strategic relocation from San Francisco to Los Gatos. This included closing one location, transitioning inventory, rebuilding the team, reopening in a stronger market, and creating the systems needed for stable post-transition operations.

In parallel, I supported the owner through exit preparation by helping structure the business for transfer, supporting buyer sourcing and prospecting, developing valuation framing, and partnering on negotiations through sale.

Results:

Strategic Relocation:

Led the transition from San Francisco to Los Gatos, restoring operational continuity after rent disruption and manager turnover.

Operational Stabilization:

Implemented sales coaching, onboarding systems, and SOP documentation to stabilize performance in the new market and support continuity under new leadership.

Exit Readiness and Buyer Support:

Supported sell-side preparation through prospecting and buyer sourcing, valuation framework development, and negotiation support.

Sale Outcome:

Worked in lockstep with the franchise owner to support a successful 2025 sale at approximately 2.8x EBITDA, with margins exceeding industry benchmarks.

revenue growth framework

Built from analysis of real appointment patterns across closed and non-closed sales, this framework was designed to solve inconsistent onboarding, unstructured coaching, and unclear performance expectations.

This framework turns sales appointments into a structured system for manager coaching, appointment control, and consistent revenue conversion.

Sales Framework:

  • Built a proprietary, stage-based sales framework for high-ticket retail environments.

  • Structured training so managers could break appointments into defined sections, coach each section independently, and reinforce a consistent sales process across the team.

  • The framework starts with market context, business relationships, role expectations and performance standards, so staff understand not just what to do, but why it drives revenue.

  • Trainings explain what success looks like stage-by-stage during the sales appointment to drive conversion from lead to closed sale.

  • Created a shared operating language for onboarding, live coaching, and performance management, making sales execution measurable and transferable.

  • Reduced reliance on individual charisma by standardizing how revenue-generating appointments should be run.

Qualification Methodology:

A qualification methodology built around five core inputs:

  • Authority

  • Timeline

  • Decision

  • Expectation Alignment

  • Information Accuracy

Framework helps teams determine whether the prospect accepts the sales professional’s authority, whether urgency is real, prospect capacity for decision-making, whether prospect expectations are aligned to reality, and whether the information guiding the appointment is accurate enough to support a productive sales process.

This improves conversion quality while also reducing revenue leakage caused by stalled decisions, poor-fit recommendations, misaligned expectations, and preventable service issues.