President Asia Pacific
3A Composites (formerly Alcan Composites)
Based in Singapore.
Internally promoted to turn around and grow the group’s building materials and graphic arts businesses in Asia. Over the previous five years, these Asian businesses had lost significant market share and had consistently delivered losses. By 2010 we will have doubled revenues within three years and will deliver the highest percentage profit of any of the group’s global building materials businesses. This turnaround has been achieved by:
· Re-engineering our customer offering and supply chain in order to move from a niche high-end market into the larger and rapidly growing middle-market which had previously been dominated by aggressive competition from China, India, Japan, Korea, Malaysia, Taiwan and Thailand.
· Developing strong management teams in China and India which have been fully staffed with local talent.
· Acquiring three additional manufacturing operations in China and India to extend our customer offering and geographic penetration. In all three cases I personally led target screening, due diligence, negotiation and integration.
· Increasing the efficiency of our Asian manufacturing operations in terms of procurement, productivity, fixed costs, working capital management and quality.
·Changing a historic sales strategy focused upon fabricators, which inevitably led to discussions dominated by price, to a sales and marketing focus upon architects and building owners. This has secured our early-stage influence upon product specifications and, as a result, enabled us to more successfully differentiate our customer offering and reduce the power of fabricators to switch to lower-cost alternatives.
·Developing direct sales and technical support teams in China and India.
·Re-evaluating third party sales channels in key geographies which, in some cases has led to their termination, and in other cases to a redefinition of our partnership and customer offering.