Crown Uniform and Linen
“It’s refreshing to work with a company that really understands our market in our industry.
George Spilios, President
Crown Uniform and Linen Service
Situation
Crown, a fourth-generation family-owned commercial laundry business, was seeking succession planning to help transition their business to the next generation. Shortly after beginning the assessment, Cosgrove Partners (CP) discovered an opportunity to address a plateau in sales and need for a refined marketing strategy.
Cosgrove Partners Action
Over the course of several years, CP has helped transform Crown’s business through a series of strategic levers. Following a thorough current state assessment, including internal interviews, CP’s first action was restructuring the sales organization to closely manage large account relationships. CP assisted in restructuring a new “Strategic Accounts Team” so that a dedicated account representatives could focus on retention and penetration within those large parent accounts.
Alongside establishing a strategic sales team, the senior executive team was also refocused to streamline strategy and direction for sales, service, and operations.
CP began a monthly operating rhythm with the CEO, CFO, Vice Presidents and senior leaders and facilitated the meetings for three years to train the management team to review financial reporting to discover gaps, improve financial coherence, and yield better results.
Crown’s marketing strategy and execution has been outsourced by CP since 2016. CP helped the client identify the need for a data analysis expert and data warehouse to improve analytics and drive fact-based strategy. The marketing direction works in lockstep with the sales goals and priorities, with established KPIs for campaigns and long-term strategies.
Outcome
Due to the reorganization of the leaders, focus on financial acumen and marketing strategy, as well as executive coaching, Crown’s profitability has more than doubled and their revenue has increased by about 50% over the last five years. CP helped drive customer acquisition, customer penetration and retention.oon.
