Melloy Limited

Formed in September 2004 from the consolidation of three South Wales Foundries; Melloy Castings, MCL Engineering, Vale Castings, Melloy has forty years of experience in its sector. It is regarded by its customer base as progressive, flexible and customer focussed.

From its facility in South Wales, Melloy services global markets with high quality Gravity, High Pressure and Low pressure Aluminium and Zinc precision castings. These services are complemented by in house tooling design and manufacture, prototyping, finishing and heat treatment together with a fully equipped metrology laboratory and extensive CNC machining capabilities.

Melloy's progressive approach to market needs has enabled it to develop a total project management programme, ensuring a cost effective supply chain solution for its current and future customer base.

Today, Melloy is facing similar issues to other UK manufacturing businesses as the global recession strengths its grip on the UK economy. Automotive customers in particular have cut back schedules or cancelled programmes all together. Other industries have slowed as well.

The Welsh Assembly Government ‘ProAct’ Initiative has given Melloy the opportunity to encourage staff training and the financial support to make that training a reality. Melloy used part of this financial support to improve internal sales team performance and introduce strategic marketing as a process and discipline to the business.

We developed a series of training workshops that addressed previously identified marketing and sales weaknesses. These workshops involved internal sales administration staff and senior management and covered subjects such as selling skills; building customer relationships; marketing planning and strategy development; key account management and brand development.

We achieved the project objectives of ensuring that all administration and senior management have an understanding of sales and marketing principles and how these can be best used to win new business; and that a marketing plan is developed by the senior management through the training process, that can help guide them to new business in an increasingly competitive global marketplace.

We helped Melloy to raise its sales and marketing game and are now ensuring that the strategies developed are sustained through mentoring and coaching activities.

Days Contract Hire

Days Contract Hire is Wales’s largest contract hire company and ranked 23rd in the UK. Based in Swansea, it has a fleet of more 9000 vehicles, a turnover of around £30M and employs 40 people.

The company had ambitious plans to grow its business substantially but lacked staff with the relevant experience to make it happen. They decided to appoint a marketing co-ordinator from within the company and engage a mentor to provide creative input, training and marketing advice.

Bob acted as mentor and assisted in the launch of a new product ‘Flexihire’. This included assisting in the development of marketing strategies and facilitating the design and production of both hard copy and electronic promotional material.

Bob Austin also delivered sales training to the experienced internal sales team. ‘Introduction to Professional selling Skills’ was the appropriate course for the 5 people selected. The training was delivered over two consecutive days. The training evaluation sheets were all very positive and further training is being arranged for other staff.

 

Visit Wales

This one day training session was devised and delivered on behalf of Cardiff University Professional Development Programme on site in Machynlleth. The Visit Wales team at this site are responsible for the national grading scheme. They are not directly involved in selling, but are involved in the sales process.

They decided that it was important to raise the team’s understanding of selling and how they contribute to the sale. Several preparation meetings were held with the management team so that the trainer could get a good understanding of the important issues that the team faced. This information was invaluable in enabling the training to be tailored specifically to their needs.

Bob Austin delivered the training with excellent scores from the post event evaluation sheets.