The Challenge
When Lee and Courtney Vasche bought Big Island Living in 2023, neither had ever owned a retail store. They took over a business doing about $655,000 a year with no clear method for greeting customers, understanding what they needed, or selling without falling back on discounts
The Solution
SalesRX is online retail sales training from Bob Phibbs, The Retail Doctor, that teaches a structured selling process through short lessons and practice. SalesRX+ adds manager coaching and direct sessions with Bob.
The Vasches worked through the SalesRX training and met regularly with Bob through SalesRX+. Together these gave them a foundation for how to run the store: build genuine rapport, ask better questions, understand what customers actually need, and sell on value instead of relying on discounts.
"The approach taught us to establish genuine rapport, ask better questions, understand what customers really need, and sell on value rather than relying on discounts." — Lee Vasche, owner
The Results
Revenue grew from about $655,000 under the prior owners to $1.5 million in 2024 and $2 million in 2025, roughly tripling in two years. The store is on pace for about $2.5 million in 2026. Two first-time owners now run the business with a repeatable sales system and the confidence to lead their team.
It gave two first-time retail owners a practical sales system, the confidence to lead our team, and a solid foundation from which to grow the business." — Lee Vasche, owner
FAQ
How much did Big Island Living grow with SalesRX? Revenue rose from about $655,000 to $1.5 million in 2024 and $2 million in 2025, roughly tripling in two years, with the store on pace for about $2.5 million in 2026.
Who owns Big Island Living? Lee and Courtney Vasche, who bought the Kailua-Kona, Hawaii store in 2023 as first-time retail owners.
What was the challenge before SalesRX? Two first-time owners had no retail experience and no system for selling when they took over the store.
What are SalesRX and SalesRX+? SalesRX is online retail sales training from Bob Phibbs, The Retail Doctor, that teaches a structured selling process through short lessons and practice. SalesRX+ adds manager coaching, AI-powered roleplay, and direct sessions with Bob.
