Blue Ridge Partners/Automobile Service Chain Case Study

Automobile Service Chain Case Study

A revised approach to gain repeat business and improvements in marketing and discount pricing paved the way to higher growth rates and increased revenues.

Situation and Challenge

  • Chain management was looking to reinvigorate its growth after a recent slowdown
  • Management asked us to assess the overall strategy, tactics and effectiveness of the company’s commercial revenue engine
Analyzing Multiple Data Sources to Uncover Growth Opportunities

Approach

  • Analyzed financial and marketing performance data to understand drivers of growth and effectiveness of strategies and tactics
  • Reviewed and assessed all marketing programs, including coupons, in-store marketing, loyalty programs, online strategies, etc.
  • Interviewed executives, store management and customers to understand impact and validate internal analysis
  • Developed recommendations to improve the effectiveness of the commercial function and produce stronger top-line revenue growth
  • Created a model to evaluate the financial impact of the recommendations and a time-phased implementation approach.
Impact of Core Recommendations

Impact

  • Modeling of new strategy yielded +18% longer-term revenue growth projection, with immediate opportunity identification of $10MM
May 20, 2022