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CUSTOMER STORYTOMER STORY CUSTOMER STORY
CUS
REALISING THE GROWTH OPPORTUNITY “It was good to have that external
Modular Wall Systems was appointed a Growth Services Adviser, push. We really appreciated the time
Terry O’Riordan, who met with Nick and Jason Harvey, the and effort that Terry O’Riordan and
General Manager, to discuss their opportunities.
Mark Stewart, our Growth Services
“It is refreshing to see a business that actually lives Advisers, gave to us. Talk is fine, but
and breathes innovation in the true sense of the word.” you need support to drive it through,”
Terry O’Riordan, Growth Services Adviser Nick Holden, CEO
They looked at what their need was in terms of growth,
and Terry brought in a specialist Adviser, Mark Stewart,
We spent hours at a time who had a design and branding background so they could
strategising, getting messages determine where their market opportunities were.
correct, writing different Terry and Mark sat down with the team and looked at the
scenarios, sticking sticky notes customer profiles, and discussed what profiles provided the
best area for growth. They asked “which customer profiles
all over the walls to try to pull and channels did they want to look at? Was it the do-it-
all the messaging together. yourself builder, a tradie or commercial builders? Where
That was very beneficial. was the growth opportunity for them?”
Now, throughout the Out of that process they determined Modular Wall Systems’
value propositions, and started to construct the messages
organisation, as opposed to and channels they needed to get to market. The outcome
having multiple messages, of this work was a growth plan with four key actions. Implementing the actions has led to a website
redevelopment and brand alignment, as well as
we transmit in a consistent consolidation of IT systems and plans for international CONCLUSION
message throughout the strategic partnerships. It has also led to a research project Modular Wall Systems was already a successful
for testing and accreditation of Modular Wall Systems’
organisation to the clients barrier panel system through Innovation Connections. business and Growth Services assisted them in being
and the customer base be that Terry and Mark connected the business with the more successful.
residential or commercial. Australian Government’s Industry Skills Fund to engage With three decades of proven performance, Modular
employees in Modular Wall Systems’ new plant layout Wall Systems products are applied in a wide variety of
project – a manufacturing plant and commercial offices industries and government departments. They have
five times the size of its original site. In addition, the completed over 15,000 successful projects, for both
Nick Holden, CEO business has been approved for a business growth grant residential and commercial partners across Australia,
to implement a number of marketing recommendations. New Zealand, USA and Europe.
18 Department of Industry, Innovation and Science – Entrepreneurs’ Programme – Growth Services 18 Department of Industry, Innovation and Science – Entrepreneurs’ Programme – Growth Services Department of Industry, Innovation and Science – Entrepreneurs’ Programme Growth Services 19
