Aged 54 left a toxic government, bought a specialist business in bras & products for women after breast cancer surgery, having survived it herself. Largest range in Australia, doubled sales in 6 yrs & grew from 1.8 FTE to 6 (Episode 61 - Gillian Horton)
In this episode, I interview Gillian Horton, the owner of Colleen’s Lingerie and Swimwear and the Co-Owner of Treat Me Treasure Me. Colleen’s offers post-surgery pocketed bras and swimwear along with a wide range of large cup and front opening bras; gifts; turbans; wigs and beautiful leisurewear. After treatment for breast cancer, Gillian got back to a toxic government job in 2013 and one day looked out the window and asked herself, “I’m never ever going to get this minute back. What I’m I doing?” After a shop that specialized in offering bras and products for women after breast cancer surgery was shutting down in January 2014, she decided to buy it at age 54. They have the widest range in Australia and only 10% of sales are currently online with no focus on it yet.
They moved from an industrial location into the city in between two hospitals, and even with rent doubling, the move propelled growth. Sales have doubled in six years and the team has grown from 1.8 full-time employees to 6. She funded the business from an initial bank loan and then bootstrapped from profits. Gillian felt she had succeeded when she was recognized as an expert in her field and was nominated for the Telstra Business Woman of the Year award. She says the hardest thing about growing a small business is knowing when to let go. The one thing she says she would tell herself on day one of starting out is, “Strap yourself in. It’s going to be a hell of a roller coaster ride” Tune in to learn more from Gillian.
This Cast Covers:
- Making money from offering products that positively impact the lives of women.
- Being in a niche market where they are among very stores that offer post-surgery pocketed bras and swimwear.
- Generating 90% of their sales from their traditional brick and mortar store with 10% coming from their online store.
- From disillusioned public servant to a successful entrepreneur who overcame cancer.
- How she ended up owning the only bra shop she could ever go to.
- Taking over to grow the customer base and revenues by a hundred percent within six years.
- Being proud to be recognized as an expert and influencer in her field.
- Determining what your customers’ pain points are and offering solutions to them coupled with exceptional customer service.
- Investing very little in Facebook and Google ads but seeking an expert to help her implement them.
- Buying the business with credit financing and growing it purely from profits.
- Considering franchising as an option for opening up new locations.
- How and why they moved from their previous location into the city.
- Serving women who have undergone breast cancer-related surgery and normal women.
- Holding true to her own vision by working on her own resistance.
- The decision making freedom of being a small business owner.
- Being passionate about serving others and overcoming fear.
- The great results she has gotten from investing in digital marketing.
- Some of the best and actionable staff hiring tips from Gillian.
- Putting family first and building their culture around that.
- Struggling to achieve work-life balance and how she slowly started working towards achieving it.
Additional Resources:
Quotes:
“Know your customers” – Gillian Horton
“Be organized, know your numbers, be flexible, make quick decisions and trust the experts” – Gillian Horton
“It’s not about me. It’s about me serving others” – Gillian Horton
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