Delivering a long-term commercial strategy for the UK’s largest B2B Safety company.

The Challenge

Writing a commercial strategy for the UK’s largest B2B Safety company, as well as providing a short-term COVID-19 strategic response. 

With their strategy cycle coming to an end, Arco needed a new 3-year strategy as they headed into the new financial year, building on changes that had been made across the business.

We were tasked with looking at the current market, future market, and carrying out a competitive review to identify and prioritise the big strategic opportunities. Using this, we built out the strategic goals and developed a long-term strategic compass

The Solution

1. Internal Interviews – we conducted stakeholder interviews with the board and the management team to identify the various opportunities that contributed to Arco’s key strategic pillars.
2. Market Analysis – we performed a comprehensive data analysis of the market to quantify the key opportunities and to understand what Arco’s competitors were doing in this space.
3. Profit and Loss Deep Dive – we conducted a data-led analysis of Arco’s performance to determine what changes needed to be made from an internal perspective

The Result

We wrote a complete commercial strategy that accounted for sales, marketing, supply chain, product range and organizational culture. This entailed a 3-year strategic plan and a 10-year strategic compass for approval from the board.

Following the COVID-19 outbreak, we were then engaged to revisit the strategic direction and develop a short-term outlook given the environmental uncertainty. This adapted the previous strategy by assessing new opportunities for the business.