In 2008 Mantle was approached by the representative of a significant Swiss manufacturing company looking to expand its operations into the UK. As the market leader in its field of optically-controlled electronic plumbing fixtures, this organisation was looking to exploit product demand for water filtration systems in the UK consumer market. Whilst the company had no infrastructure yet positioned in the target region, this was a market they were extremely keen to develop, given that the UK had been identified as the biggest market for such devices, outside of the US. Strategically the company had decided to enter the UK market through the formation of a new, locally positioned company; the task for which was not only to develop sales within the new region but also to deliver a strategic switch from B2B (Business to Business) to B2C (Business to Consumer) operational activities. Moving this blueprint from business opportunity to business reality meant positioning a representative in the UK with the initial task of building up the infrastructure from which the organisation could develop. As with most new business ventures, there were no existing business clients -or consequent income streams- to rely upon for covering fixed costs. It was therefore of paramount importance to keep any infrastructure and resource costs to a minimum, at the same time allowing for the maximum allocation of effort on the generation of new leads, contacts and contracts. A key concern was being able to demonstrate an element of organisational size and competence within the market place, since most of the desired distribution channels relied upon making contractual purchasing agreements with the big name supermarket chains, such as Tesco, Sainsbury’s and Asda. Through the close working relationship forged with Mantle, which provided business addressing, website optimisation and a professional telephone reception service , the necessary market presence was developed. In addition, Mantle’s BESS (Business Enabling Support Services) removed a significant number of non-core activities- such as personal assistance and financial services- from direct overheads. The objective and the effect of this was to release as many of the company’s resources as possible to be directed towards the challenging and operationally core tasks of sales generation and strategic partnership identification. Paul, the client Managing Director, credits Mantle’s flexible and client-focused approach to BESS with providing significant and tangible benefits to his business. Paul says that “Mantle has made a great effort to understand me, my organisation and our unique business needs. I have worked very closely with the Mantle team, not only to ensure that the services they provide are attuned to my business requirements, but also that they are the best placed services to drive the business forward”. Mantle has provided Paul with assistance in a whole range of service areas, from business addressing to financial accounting. He considers that “enlisting Mantle has freed me to concentrate on the core areas of my business, which is where I can have the biggest impact. Over time I feel that our organisations have built a strongly focused business relationship, benefiting from the sense of ‘family’ we share, and I now have a stable platform from which I can deliver a substantial increase to my business performance”. Given the positive results he has seen, Paul is “really looking forward to working with Mantle throughout this current growth period and well into the future.” The second stage of the strategy for this organisation involves effectively managing its organic growth. It is anticipated that further success in developing the business’s income stream will lead to a requirement for additional resources to manage supply. As the organisation expands, so too will its people and business development requirements. Mantle continues to focus on this company’s growth potential; the ultimate goal being that the organisation develops to the position where it can become a stand-alone operation. Once at this future point, the benefits of working with Mantle will expand further, capitalising on Mantle’s long-term, in-depth understanding of how the client organisation works. The continuing business relationship envisaged by both parties will ensure the organisation continues to benefit from the right people with the right training, the right infrastructure and ultimately the right balance between core and non-core functions, to enable long-term business growth. Other Case Studies: Red Line Instruments Mass plc | 
