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Sustainable Growth and Profitability
The Challenge
Business owner George L. Henry was in a dilemma about the future of his company, Title First Agency, Inc. Henry was exploring whether to sell the company (in response to several buyers who had approached him with offers), or to keep the business and continue to invest in its growth.
Kelly Allan Associates, Ltd. (KAAL) worked with Title First Agency (TFA) to conduct an analysis of its potential for growth, including market position, competitive threats, and risk/reward asset allocation scenarios. Based on the findings, Henry decided to continue to make significant investments in the growth of his company.
The Outcome
Title First contracted with KAAL to help direct growth strategies via an intensive market analysis of opportunities in a contiguous five-state area. Our recommendations explored:
- Strategic positioning
- Opportunities for leveraging TFA’s technology position
- Details for establishing and implementing an effective, coherent marketing plan
- Imaging redesign
- Website upgrades
- Collateral materials, direct mail promotion, and advertising development
We also worked with TFA to provide ongoing management analysis and recommendations. We worked with TFA management to develop strategic directions and actions including:
- Coordination with senior staff to align daily work with TFA strategic direction
- Executive coaching
- Profit-sharing plan
The Results
Title First experienced significant annual increases in revenues and profits, growing from a company with a modest Central Ohio presence, into a regional powerhouse invited to serve as one of the most influential players in a national consortium of large regional title companies.
By the end of the fourth year of our engagement with Title First, TFA had tripled top-line revenues and quadrupled bottom-line profitability. In fact, by the end of the third year annual profits exceeded the dollar value of the buyout offers Henry had received four years earlier.
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“Our ongoing and successful expansion as a super-regional player, our position as the key node in the developing national alliance network, and the growing awareness of the marketplace as to our leadership position have all benefited from your counsel and from the hands-on implementation activities of your team… With tens of millions of dollars at stake, it is great to have the benefit of your expertise.”
~ George Henry, Title First Agency, Inc.
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Challenge: determine whether to sell or grow company
Outcome: successful, sustainable growth strategy