From Price Competition to 300% Profit Increase
Sparking Change
2020-2022
Results
From suppliers to partners.
Gross profits up by 300%.
2021 - PRESENT
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United Industrial Supplies is a Scottish wholesale distributor of workshop tools and consumables with a 40-year legacy. Over the past two decades, multiple acquisitions have weakened the brand and go-to-market strategy.
DIAGNOSIS
UIS was competing on price and speed — racing to customers before competitors did. But their real value was expertise and service. The sales team understood garage efficiency and customer challenges better than anyone. Nothing in the brand or offer reflected it. Profit was stuck. Not because of execution. Because there was no foundation to execute against.
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BUILDING THE SYSTEM
We embedded with UIS to build what was missing. Identified ideal customer segments. Repositioned the brand. Improved identity and collateral.
But the real breakthrough was repositioning the go-to-market frontline.
We turned sales reps into Workshop Consultants — shifting from product sales to productised services and new digital income streams. Same team. Different value capture.
We're still embedded, evolving their brand and improving their marketing monthly.
New profit margin.
300%
INCREASE IN PROFITS
cross-selling + up-selling
Unlocked
"Spark & Matter do what they say they will do and go the extra mile. Working with them feels as though we are their only client!"
Roslyn Eckford
"I was really struck by the clarity and detail in Spark & Matter's strategy. It is very clear and filled with data that explains the UIS core differentiators and unique selling proposition."
Graeme Alexander
Ready to Increase
Profits?
Build Your CoreMootral
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