Chris helps century-old W&P to find new growth

CLIENT: Wightman & Parrish Ltd

SECTOR: Wholesale suppliers of consumables and equipment to a range of sectors across the UK.

PROJECT: A headline review of competitor activity, market trends and W&P’s position.

OUTCOME: A presentation of the range of strategic options open to W&P in the medium to long term and the actions that will drive growth.

Situation

Wightman & Parrish are a successful family business over 100 years young. As a leading UK player in the distribution of consumables and critical equipment to the medical and nursing home sector, they want to build on their success, reach into new markets and secure the next generation of development.

The nursing and care home sector is facing its changes and challenges and as the market has evolved W&P have seen increased competitor activity and a range of new entrants. The questions facing the business was how they should respond and, critically, how they can position themselves ahead of the market.

Approach

A review of competitors’ strategies and positioning through detailed website reviews and a brief secret shopper exercise led to some clarity about what actually was happening amongst their peer group.

A series of interviews with clients, sales staff and stakeholders, including a procurement specialist, provided detailed anecdotal evidence of the reality of the changes on the ground. Time spent with the CEO was critical, as was desk research into the trends and massive changes in the market that look set to continue into the medium term.

Outcome

The output was a brief written report and presentation. The outcome was a greater degree of clarity and an end to speculation. The report set out a range of strategic options to maximize what might have appeared to be a threat into clear and present opportunities. The business was on a change path, but the review has led to a clear set of practical actions that will help deliver its future growth.

What the client said

“Chris was able to provide some helpful, independent analysis which made us think about our approach in the marketplace differently and challenge some of our views and practices. We have already started making changes as a result of his work…” Nicholas Parris, CEO