The Company
Unigloves is leading manufacturer of medical grade gloves, based in Malaysia but with a unique organisational set-up which delivers local access to its products, expertise, resources and its people. The business has presence in most continents across the globe and has current revenues of over $100m. In the UK, the business has demonstrated its ability to grow, and with a planned global increase in manufacturing capacity, the business wants to exploit this great opportunity.
The Challenge
The glove market is a highly competitive, and many might consider, a highly commoditised marketplace. With the increased production capacity shortly to come on stream, and with the unique operating advantages that Unigloves enjoy, the local management team of Managing Director, Kevin Onah and Operations Director, Chris Wahlers identified a need to radically improve the effectiveness of their sales organisation in order to capitalise on this investment, and to optimise their sales performance, both in revenue and profitability. With this in mind, they engaged Sales Plus Profit to conduct an initial review of sales effectiveness and to make recommendations for the business going forward.
Our subsequent report highlighted a number of areas that could be developed:
Clearer definition of target customers and segments that would play to Unigloves position.
A clearer methodology of selling the specific competitive advantages Unigloves possess – protecting margins and creating value.
Effective management processes of key customers and prospects, including both strategies and CRM.
The need for a sales structure that facilitated both customer development but also effective customer acquisition.
Introduction of Key Performance Indicators that would manage sales output.
Effective performance management of the incumbent sales team, including recruitment and training.
