Day 5

Module 1: Foundation & Baseline

The Real Problem

The fastest path to growth is not finding new customers. It is capturing revenue you are already leaving on the table. Today you conduct a systematic opportunity audit to identify the highest-ROI moves in your business.

Today's Learning

The Revenue Expansion Framework

There are only four ways to grow revenue:

1. Acquire More Customers — New leads, new markets, new channels 2. Increase Average Ticket — Upsells, premium products, larger projects 3. Increase Purchase Frequency — Maintenance plans, refinishing, repeat customers 4. Improve Close Rate — Better sales process, follow-up, presentation

Most flooring contractors focus 90% of effort on #1 while ignoring #2, #3, and #4. The top performers optimize all four simultaneously.

Quick Wins to Score

Rate each opportunity 1–10 on ease of implementation and revenue impact:

• Add LVP as a standard upsell to carpet shoppers (high impact, easy)
• Offer hardwood refinishing to every customer with existing hardwood (high impact, easy)
• Create a maintenance plan with recurring billing (transformative impact, medium effort)
• Follow up on every estimate within 24 hours (high impact, easy)
• Ask every completed customer for referrals (high impact, easy)
• Partner with interior designers for access to affluent clients (high impact, medium effort)
• Bid on builder new construction for volume (transformative impact, high effort)
• Expand showroom hours to capture weekend shoppers (medium impact, easy)

Today's Action Steps

Step 1: Score Your Opportunities (45 minutes)

List every revenue opportunity in your business. Score each on ease (1–10) and impact (1–10). Multiply the scores to create a priority ranking.

Step 2: Select Your Top Three (15 minutes)

Circle the three highest-scoring opportunities. These become your primary focus areas for Modules 2–4.

Step 3: Estimate the Revenue Impact (30 minutes)

For each top opportunity, estimate:

• How many additional jobs or dollars per job it represents
• Annual revenue potential
• Investment required
• Timeline to first results

Day 5 Checklist

• Revenue opportunities scored and ranked
• Top three opportunities selected
• Revenue impact estimated for each
• 90-day priorities aligned with opportunities

Clozo Academy Proprietary Curriculum — The Flooring Business Growth System