Rapid growth plastics packaging company – business sale (Blow moulding)

Background

An American chemicals company had developed an innovative technology for blow moulding packaging and creating a barrier during the blow moulding process. The executive was appointed to develop and implement a sales and marketing plan to take the product to market in the UK and European packaging market.

Approach

The approach was to identify market segments where customers had a significant requirement for barrier properties as afforded by the new technology. Following analysis of customer markets, competitive technologies and market sizing and pricing analysis, a sales and marketing plan was developed and implemented. The implementation phase included initial engagement with potential customers, gaining regulatory approvals required for key target segments and leading product design and mould manufacture, the creation of marketing material, development of the sales pitch, selection and training of sales staff and delivery of an aggressive sales plan over a five year period.

Impact on the business / bottom line

The business was created initially with four staff, the successful implementation of the sales and marketing plan led to rapidly growing sales both within the UK, across Europe and into export markets. Over a five year period staff numbers grew to over 30 staff with a multi line blow moulding manufacturing facility. Following the rapid growth phase and after proving the market in the UK and Europe, the technology owner successfully sold the business to Chesapeake a packaging corporation, realising a significant return on their investment and ongoing technology license royalties and supply of raw materials.

Working style

Practical, enthusiastic, “can do” and and focused on practical input that rapidly achieves results in the real world of major account sales.

Leadership / people management skills

The Icebreaker executive really knows the UK packaging market, he is a seasoned executive who has worked for a number of companies in the market at board level and delivered impressive growth at every company.