Rapid turnaround of business performance
International instrumentation business, three plants (UK, 2 USA), £50m, 390 employees
Drove sales growth, following a legacy of problematic product launches & de-motivated distributors. Defined a sales strategy for restructure of the sales organisation, saving $1m costs & boosting sales. Restructured the UK service centre operation, delivering an improve turnaround time of over 50%. Effectively resolved a backlog of outstanding technical issues with major telecoms client, winning $1.3m new orders. Delivered a dramatic turnaround in sales (+17%) & company fortunes, restoring the business to profitability.
Group President, Fortune 500
"Ian quickly realised that regaining the confidence of independent distributors was the key to sales growth and improved profit performance. He supported the regional sales teams with local distributor meetings and won back their support for the new business plan."