UNIBOX.
AMPLIFYING NEW MARKET PENETRATION.
Unibox is a creative engineering and lighting firm with a team of highly skilled craftsmen and women who, together, are the UK’s biggest manufacturer – and partner of choice – for bespoke aluminium and LED-based solutions for retail spaces, exhibitions and commercial interiors.
THE CHALLENGE.
Unibox has mostly operated in markets facing supplier saturation and deflationary pricing. With Unibox’s clients facing margin pressures from their consumers, cost reductions have been pushed down the supply chain, reducing the value of sales. Unibox had identified the Commercial Interiors market to improve sales contribution, but lacked a go-to market strategy; or a sales team/structure skilled in technical, consultative selling to penetrate the sector.
THE SOLUTION.
An in-depth analysis of the market was first conducted to determine the competitiveness, size, and growth outlook to ensure long-term viability. Quantitative and qualitative research was combined with the desk research to fully understand the customers’ drivers and levers – specifically, the critical success factors aligned to the needs of the customer and the procurement process. With a thorough understanding of the market, customer and capabilities of Unibox, we developed a succient go-to market strategy, that included an optimal sales team structure and design. We felt a lack of synergy with marketing and so we created several neuro-marketing recommendations aligned to the factors most critical in demonstrating customer value.
SERVICES DELIVERED.
- Market Research
- Go-to Market Strategy
- Sales Structure & Design
- Neuro-Marketing Recommendations
THE RESULT.
Exceptional market penetration, with significant improvements in deal size and sales revenue.
CLIENT FEEDBACK.
“ATELIER GLOBAL DELIVERED EXCEPTIONAL RESULTS.”
“We brought in Atelier Global to help us assess and enter a market we knew very little about. They mapped the real size of the opportunity, spoke directly with the types of customers and stakeholders we’d be targeting, and clarified how the sector actually procures and selects suppliers. Crucially, they showed us how to position and sell on value in today’s climate and what kind of sales structure we’d need to compete properly.
They got to grips with the technical side of our business quickly, fitted in well with the team, and kept everything grounded in practical, usable insight rather than theory. Working with Atelier Global, we changed our go-to-market approach and have delivered exceptional results and helped move the business forward – improving return on sales and giving us more confidence that we’re solving the right problems for our clients.”
Managing Director, Unibox
