Up North Stone – Case Study


Up North Stone is a stone fabricator specializing in granite countertops. The client’s business was growing but they were experiencing inconsistencies in their lead flow causing fluxations between backlogged and underutilized production capacity.

The Request:

  • icon-quality-referrals
    We want more high quality leads & referrals
  • icon-attract-customers
    Attract customers that appreciate quality materials & great service instead of shopping for the cheapest price
  • vf-icon-brand-identity-sq
    Create a customer appreciate experience that will wow our customers

Strategy Workshop:

We conducted a TARGETSHRINK™ 
with the Up North Stone team.

Referral blueprint:

The home-chef kitchen reveal party

During TARGETSHRINK™, we found that Up North Stone had a small customer segment that would spend over $25k on counters during a remodel.

We structured a plan to hire an in-home chef for a kitchen reveal party for the happy customer and 8 of their friends.


Blueprint execution:

Through the REFERRALUP™ program, Venture Formations coordinated everything from hiring the chef to sending out party invitations. The guest list contact information was prepared & conveniently waiting for the Up North sales rep the following morning.


The Results:

Extremely eager high-quality referrals

The reveal party was such a success that Up North Stone now offers this experience to all of their high-end remodel customers.