Unigloves: How we drove revenue growth and increased brand awareness

Challenge

• A weakness in the existing sales approach that was holding back the company's profitable development. 
• The two-person sales team was occupied with getting in orders, and not focused on looking beyond sales into more efficient and profitable strategies centred on customer need.
• Product pricing was inconsistent, products were not clearly differentiated in terms of use and packaging, and stock levels were not balanced with requirements.
  
  

Solution

• Created differentiated positioning revolving around Unigloves' responsive strength as both supplier and manufacturer of its product. 
• Segmented the end-customer base by industry, and adjusted the sales/marketing approach to the size and type of each customer. 
• Industry-specific product ranges were defined, together with the industry-specific packaging.
• A long-term commitment-based, discount strategy and pricing policy was implemented. 
  
  

"I am accustomed to working with highly qualified, experienced professionals. However, at a company as relatively small as Unigloves a full-time marketing strategist at that level was beyond its need or means – but in Robert, and now Malcolm, we had the ideal part-time solution, expertise we could afford."
Chris Wahlers, Director, Unigloves