David Brown

Engaged by Bio-Fence to help develop new markets and find new customers.

Working within the Protective Coatings and Marine division, I work with and support contractors, specifiers, and end-users across Europe to select, specify and install the right resin flooring to meet their needs. I have over 20 years of experience in construction specification sales, project management and installations, specialising in resin flooring solutions. I work across all industries from heavy industrial and manufacturing (such as Food and Beverage (F&B), automotive, aerospace and pharma) through to institutional (hospitals, schools, prisons) to decorative commercial environments (offices and retail).

Creation Flooring: Acted as a sales and project manager for the Yorkshire & North East region. Developed major new key accounts. Working with end-users and contractors to specify and install the right resin flooring system to meet their needs.

Acted as an Independent Consultant to mainly UK based companies looking to establish operations and gain access to the UAE and wider GCC/Middle East markets. I used my network of architects/designers, end-users and contractors in the Middle East to help companies: • Find business partners and distribution networks • Identify and qualify market opportunities • Pitch products and develop specifications for end-user clients • Exhibit at conferences • Access practical, reliable advice around local laws, taxes, regulations and trading restrictions This helped my clients understand the market and establish a presence without the need to employ full-time staff and incur hefty costs in the early stages of set-up (a relatively lower-cost, lower risk approach). I worked extensively to help Bioclad, a UK hygienic wall cladding company, enter the market in the UAE. Our approach proved to be a low-cost high-impact campaign to find the perfect local partner and create product specifications for local end-user customers. The Middle East is a unique market that can be rewarding if the right approach is taken. However, the path to success is littered with many, many examples of businesses that get stuck and can’t enter the market as quickly as they could (or need to), or fail completely through a lack of local knowledge and understanding of the market. It’s this outcome I help my clients to avoid.

Responsible for marketing, sales, product training and installation of resin floors to the industrial market in the Middle East. Successfully established a key account programme, identifying and targeting buyers based in the UAE and working with our network of contractors throughout the region to install our systems and provide the highest level of service to our clients.

Independent sales and marketing professional, specialising in business development for the construction and specification sectors. • Acted as consultant to owners and Managing Directors of SME companies . • Independent sales and marketing professional, specialising in business development for the construction and specification sectors. • New product development including technical, data, pricing and installation methodologies. • Advising on business strategy, new product launch and go-to-market strategies including the Identifying and penetrating target markets, lead generation and sales. Achievements • Established a resin flooring division for a PVC wall-cladding provider. Developed and designed new products, identified key markets, developed marketing strategy, sourced product and installation crews. • Expanded advisory role to also include their existing PVC wall cladding, to provide clients with a single-source warranty for walls and floors. • Specified by Her Majesty’s Prisons to supply a seamless resin wall and floor system for shower blocks, and PVC wall and resin flooring systems for their kitchens. • Retained by a former employer to win the tender of a high profile car park group and managed the client relationship in the UK. • Won a high-profile restaurant/fast-food chain as a customer for the PVC cladding client, removing incumbent supplier to win contract to supply new fast-food outlets with PVC wall cladding for back house/kitchen areas.

Responsibilities • Help launch the new LE product in Canada to architects and designers in the Greater Toronto Area (GTA) and Ottawa area. • Work with the Stonhard technical and marketing departments to develop and implement national sales and go-to-market plans. • Lead training for LE products for up to 50 sales staff.