Appointed with a remit to drive growth, increase turnover and develop a strategy to help the company deliver market share, Paul Nieduszynski has reshaped Lockhart Catering Equipment’s sales operations since taking the helm at one of the largest suppliers of light and heavy duty equipment in the UK.
With a workforce of more than 200 people and aspirations to one day get the business across the £100m mark, Paul is under no illusions about what it takes to make such an expansive organisation tick, especially given the highly competitive market landscape and aggressive margin culture it faces in some product areas. In many ways, Lockhart has benefitted from the fact that he has been able to bring a fresh pair of eyes to the business, using his experience of the building and construction industry — where he doubled the size of the Birchwood Price Tools Division during his time in charge — to inspire new sales, marketing and web initiatives for the Lockhart team to get their teeth into.
The company has completely changed its pricing structure, launched new catalogues as part of a revised direct marketing approach, introduced additional own-label brands and bolstered its database of catering establishments. Additionally, Paul has overseen improvements to the service that Lockhart provides, including the announcement of a same-day delivery option in London and the extension of warehouse cut-off time from 5pm to 6pm.
In a trading update earlier this year, parent company Bunzl paid tribute to the way in which the firm had capitalised on key industry events last year to enhance its business, citing “good sales” of catering equipment into the education sector as a result of the UIFSM school meals initiative, and success in the high street coffee and quick service restaurant market. Paul and his team deserve to take plenty of credit from that.
“The company has completely changed its pricing structure, launched new catalogues and bolstered its database of catering establishments”