1. Ecolab Business Integration UK34
Case Study Name:
Ecolab Business Integration UK
Department/BU: Aquilant Distribution
Territory: UK
Owner: Wendy Rogan / Phil Anderson
Date: Sept 2017
CASE STUDY

2. <Ecolab Integration
The challenge
Our approach
Results
To utilise the excellent partnership & track record established in Ireland (since 2015) to the benefit of the UK market
Help address continuity in supply issues of Ecolab products within the UK market and to improve customer service
Integration of the life sciences division of Ecolab into Aquilant’s distribution model following a strategic review by Ecolab
Requirement to ensure a smooth integration of the business, ensuring continuity of supply during transition.
Leveraging the knowledge gained within the wider business where Aquilant already supports the Ecolab businesses in RoI
Project managed throughout to meet requirements, understanding both Ecolab’s and it’s customers requirements
Monthly planning meetings with Ecolab’s transition team, tailoring the offering to exceed expectations
Development of business systems and staffing to support integration and day to day operations
Forecasting and purchasing on stock holding
One to one contact with each customer to detail the transition and requirements
Joint marketing communication activities to the market
Enhanced efficiencies utilising Aquilant’s expertise's and existing UK distribution capabilities
Improved delivery performance to end customers from 5 days to next day
Continuity of product supply, dealing with historic supply issues into the market
Elimination of the risk to supply crucial products to the market and reputational harm to Ecolab’s name and brand
Increased sales analysis reporting utilising Aquilant’s sales tools
£5 mil sales revenue in the UK and potential for growth in the UK and EMEA

3. How does this impact Aquilant & Ecolab ?
% of Ecolab customers that Aquilant service
350
Customer touchpoints
85% of existing Aquilant customers
UNIQUE VALUE PROPOSITION
BENEFIT TO ECOLAB
CONTINUITY & STABILITY OF PRODUCT SUPPLY TO NHS
WEEKLY TO NEXT DAY DELIVERY SERVICE
A partner of choice since 2015 in RoI
£5M pa revenue in UK servicing hospital customers
Further potential in UK for growth on Ecolab’s pharma customer base
Strategic platform for growth in our Distribution services into Europe (Ecolab: $100 mil EMEA turnover pa)
CASE STUDY