Commercial impact in practice · Newport, South Wales
A glass supply relationship that developed into support around project costings and winning new commercial work.
These businesses are not consultancy clients. They benefited from Tom Evans’ commercial involvement through supply, distribution, market development, marketing or commercial advice. Formal consultancy engagements are published separately as case studies.
Business
TSS Balustrade Centre
Location
Newport, South Wales
Sector
Balustrades, Glazing & fenestration, Building products & construction
Nature of involvement
Project support
TSS Balustrade Centre is a Newport-based balustrade business. Its current public positioning covers commercial and domestic balustrade work with nationwide coverage.
Tom sold Glaseksperten glass to TSS. The relationship developed beyond product supply into commercial support.
TSS was not a formal Evans Sales Consultancy consultancy client, and is not presented as one.
01
Helped the business refine how projects were costed — the point at which margin is either protected or given away in balustrade work.
02
Supported the business in winning new projects, working through opportunities commercially rather than simply quoting on them.
03
Advised around commercial opportunities available to the business alongside its existing work.
The commercial principle
In project-based building-product businesses, how a job is costed usually decides whether it is worth winning. Supporting a customer on costings and opportunity selection changes what they can afford to chase.
Formal consultancy work
UK Market Entry · Scandinavia → United Kingdom
A Scandinavian glass manufacturer wanted to sell into the UK for the first time. There was no presence, no customers and no distribution to build on.
0 → UK Market entered from no prior presence
Business Development · United Kingdom → Scotland and the North of England
A major UK balustrade supplier was well established elsewhere in the UK but thin on the ground across the northern territories. Growth there needed direct commercial activity.
Commercial impact · Huddersfield, West Yorkshire
A Huddersfield supply relationship that grew into distribution, customer acquisition and marketing development.
Distribution + marketing
Commercial impact · Stoke-on-Trent, Staffordshire
Broadening a Staffordshire installer's geographic reach into the North West, supported by SEO and paid search.
North West expansion
Commercial impact · Newcastle & the North East
A North East distributor relationship that extended into broad marketing and sales strategy support over roughly two years.
Distributor + sales & marketing
If your business could sell more than it currently does, the fastest way to find out why is to look at the numbers together.
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