Case Studies

Thermo Fisher Microbiology
Spring assessed the entire European sales and marketing function for this business and produced a blueprint for the re-organisation of the sales channel and placement of marketing. We also designed and delivered a ‘change’ conference for the organisation to engage all commercial employees with the new model and intents. This enabled it to be more effective against increased competition in a very mature market and grow at the expense of competitors in the subsequent quarters and indeed years.

Affymetrix
During 2011 this company was experiencing declining revenues in highly competitive and budget pressured markets. Spring was contracted to examine the sales and marketing organisation models and its commercial strategy. During the course of the four-month project we re-designed the global sales organisation, re-defined the sales people role and re-aligned the marketing model to the goals. We also helped with the re-branding of the company. Since that time the stock has risen and Spring continues to be engaged with the implementation and development of sales methods using  the CEB ‘Challenger’ process based on the book “The Challenger Sale”.

Nestle
Nestlé’s Healthcare Nutrition Business in Europe and the UK came under increased competitive pressure in recent years.  Spring worked with a number of the regional leaders to help them to re-align leadership techniques to the pressured and challenging commercial environment. During the course of the past three years we have moved on to work with many leaders and helped to refine the organisational and commercial execution – in particular in the UK.

Hill Rom
Hill Rom is a highly respected global hospital bed and equipment brand. Its acquisition of the Voelker brand of German beds posed a number of commercial and cultural alignment challenges. This important addition to the Hill-Rom brand ‘family’ also needed careful handling to position the brands adjacent and clearly distinct in the eyes of the market and through the sales channel execution. Spring developed the brand model and refined the commercial execution.

Produce World
This is the largest supplier of fresh vegetables to the UK retail market. They are growers and distributors serving the significant demands of most of the UK’s supermarket chains. Produce World has to manage the expectations of these customers and maximise the sales opportunity with each whilst maintaining high levels of category support. Spring developed a totally new commercial structure, which allowed them to better serve customers, achieve greater internal efficiency and develop the internal skills to match the strategy. This has proved to be highly successful.