Peter Manns of NXD Ltd on using strategic repositioning and financial analysis and review to drive top and bottom line growth

1. Peter Manns
Experienced CEO/MD
No.1 Provider of Non-Execs to UK SMEs
Using strategic re-positioning and
financial analysis and review to drive top
and bottom line growth
Case Study

2. Peter Manns:
“Coats South Africa had a turnover that was falling and market
share was being rapidly lost. The company was making losses
which were growing to the point where the parent board were
considering options.
My task was to effect a turnaround, implement strategies to
restore growth and eliminate losses, or to recommend a course
of action to close the company and exit the market.”
Client – Coats PLC:
“We have been associated with Peter Manns during many years
and always found him competent, sound in judgement, a team
player and adhering to the highest ethical standards. His last
spell at Coats was as MD Southern Africa, succeeding poor
management and with plenty of issues. He improved both
operating standards and business performance significantly.”
Massimo Petronio - Director Europe/Africa/ S. America
Using strategic re-positioning and financial analysis and
review to drive top and bottom line growth

3. Main challenges:
The company had a market reputation for poor service and an uncaring customer
attitude. Product quality was poor and innovation had ceased. Good quality staff had
left.
Market share had fallen over 10 years from in excess of 40% to below 20%.
Wages/salaries were frozen and repair/maintenance work suspended to contain cost
and losses. Senior management had become invisible.
Overcoming the challenges:
I personally visited all medium and large customers, and commenced service
training for and frequent verbal communication with all staff. I brought over a few
large new customers which improved morale, and introduced incentive schemes for
reps and internal staff. Sales statistics were regularly published and openly
analysed. Several low cost young trainees were taken on and maintenance work
recommenced in key areas.
Sales bottomed in my first month and regular growth commenced after 3 – 6
months. After 5 years sales had grown by 75% and operating losses had been
eliminated.
What value was your role to the organisation:
Coats PLC avoided the expense and reputation loss that a market exit would have
entailed. The South African unit ceased to be a drain on group reserves and became
a net contributor, and now has the prospect for further growth in sales and
profitability due to newly implemented sales strategies. Group presence in a
strategically important region was retained.
Using strategic re-positioning and financial analysis and
review to drive top and bottom line growth

4. Profile: Peter Manns
My particular areas of expertise over the last 25 years as an MD within
Coats PLC were developed trouble shooting problems in SME group
companies.
These were in the areas of analysing sales strategies with consequent re-
positioning, financial analysis and review, company re-structuring,
successful implementation of mergers and acquisitions and turnaround
projects.
My focus with SME companies would therefore be to utilise these skills as
required, in an advisory capacity, working together with management, to
re-energise top line growth in the short to medium term, and to enhance
bottom line business performance.
At 65 years old, I would now wish a non executive involvement where my
skills could bring benefit and value.

5. NXD is the No.1 Provider of Non-Execs to UK SMEs
 Wanting to grow their business to the
next level
 Concerned that their business is
getting too big to manage
 Frustrated with persistent and
damaging issues
 Facing new types of challenges in the
future
 Preparing their business for succession
or sale
 Needing a high quality, independent
sounding board
NXD non-executives have substantial
commercial experience that enables them
to act as a seasoned sounding board. They
also have the commercial acumen to help
you improve your financial performance.
Non-exec services include:
 Vision, strategy, planning
 Fund raising
 Succession planning, acquisition & exit
 Geographical and product expansion.
 Leadership coaching
NXD non-executives operate across the
full range of industry sectors including:
Automotive
Business Services
Charities & Not For Profit
Energy & Chemicals
Financial Services
Government/Public Sector
Healthcare & Pharmaceuticals
Industrial Manufacturing
ICT/Technology
Leisure & Tourism
Media/Advertising/PR
Property & Construction
Retail & Consumer Goods
Transport and Logistics
Utilities
NXD is a network that provides non-executive services to SMEs.
Challenges that the NXD non-executives work with business owners to address
include:

6. NXD Ltd
www.NXD.co
+44 8450 038213
succeed@nxd.co