Darrell Sabin, CEO Motion & Flow Control Products, Inc (a Colville Capital company), emphasizes the customer-friendly nature of the WCP Process:
"At MFCP, we are totally focused on growing our top line through being the easiest supplier with whom our customers do business. WCP's Project Manager, Walter Weigel, worked quickly and well with our teams who were expediting initiatives to improve those customers' experiences even further.
Walter's work had a very positive impact on our company. He really helped us change the culture, raising the awareness of the value of superior working capital control and showing us new ways to achieve it, while staying true to our customer-centric principles. Using the WCashPlus Process, he analyzed and identified issues and opportunities specific to our company. He then provided the WCP process tools and implementation support which enabled us to make significantly better use of our working capital and improve our cash flow, while continuing to put our customers first."
Steve Lancaster Executive Vice President of CCL
"Over the last three years, Graham Lloyd
has done a superlative job at CCL's Container. In
particular, he changed the culture of the business in
managing its working capital. Prior management had been
used to having over 50 days of working capital on hand and
said it could only be lowered modestly without harming the
business. Graham's approach challenged the conventional
wisdom and working capital dropped down to below zero in
North America, generating $20 million in cash. Most
importantly, he has kept it at that level.
As an example of applying his management
process, he was able to reduce receivable terms with a large
customer that had been habitually paying in over 40 days and
got them down to meeting terms of less than half of their
prior levels using effective, positive negotiation skills.
His methods are applied in a very professional and
inoffensive way, and he has maintained and enhanced our
John LeMay, Partner at Blue Point Capital, highlights
"Graham operates with
the highest ethical standards – you can always count on his
commitments. For over 13 years I have seen him apply his
WCashPlus process in very different business environments
with the same outstanding results. His approach is
completely transparent to a company’s business partners and
is therefore sustainable. He was able to take a company to
negative working capital in extremely challenging
circumstances – deteriorating industry conditions and
Fortune 500 suppliers & customers (including Wal-Mart) on
either side of the company. It would appear they had all the
leverage, but Graham’s process still delivered terrific
Donald Lang, Executive Chairman and past Vice-Chairman & CEO of CCL
Industries Inc affirms:
Lloyd joined CCL with an extensive operational background
and made an immediate contribution to the business at a time
of very difficult market conditions. Despite the business’s
mentality of maintaining high inventories to service
customer requirements, Graham got operational buy-in to a
process of reducing net working capital, thereby freeing up
cash and improving the return on investment of the business.
Net working capital was reduced from 12% of sales to zero in
24 months, while at the same time improving customer
relationships….a paradigm shift for the business.
Graham’s professional approach is transparent and
sustainable, and I would not hesitate in recommending him."
Bob Brown, Assistant Treasurer at Veyance Technologies,
describes the work by WCP in improving working capital at
his former Fortune 500 company:
"The WCashPlus process
provided us a specific and focused road map for converting
working capital into cash. The system develops long term
value through strategic initiatives. The various steps in
the process are well defined, practical and ready to
implement. Graham's years of management leadership
experience in this area was evident as he was able to
consistently bring us solutions to the various obstacles
that we faced. Graham's approach was direct, timely and he
always delivered on his promises."
Of Grahamís work with Blue Point Capital Partners, Managing Partner David Given says:
"We have been impressed with Grahamís comprehensive and straightforward approach to asset optimization. He tackled an extremely difficult challenge at one of our newly-acquired companies, where a sudden market shift caused a 30% drop in selling prices. The effectiveness of Grahamís WCashPlus methods enabled the company to survive when, to the considerable surprise and appreciation of all concerned including the lenders, he methodically converted all of its working capital into cash.
Graham involves customers, suppliers and all company employees and management in a collective effort to generate significant and sustainable working capital improvements where all parties appreciate their own particular benefit from the achievement. Graham approaches this effort with the highest level of integrity, with every participant understanding fully the actions necessary and consequences intended."
Kim Caldwell, President of Grey Fox Corporation, is the former Executive Vice President of Avery Dennison Corporation where he hired Graham to improve the Return on Total Capital with standout results:
"Graham Lloyd is a successful, experienced practitioner of a proven process that unlocks huge economic value in businesses. Time after time, he has enabled consistent under-performers to become standout money makers. The unlocked cash flow is only the obvious benefit. To me, an enduring "magic" of Graham's process is that it enables a management team to stop "fuzzy thinking" and instead build hard-nosed but sustainable business relationships, with customers and suppliers, in which everybody wins. In these tough times, every responsible CEO should ensure that the WCashPlus process is a central component of their business operation.
You will find that Graham, with his effective balance of worldly street smarts, creativity, integrity and tenacity, will deliver on his promises."
Chuck Richardson, President of Richardson Associates and former VP of Human Resources at ICI, vouches for Grahamís approach to business, having known and worked with him for twenty years:
"Graham and I first worked together when we were both VPís with ICI Paints, a division of the British chemical conglomerate. Whether he was leading the retail stores division or the manufacturing operations, Grahamís enthusiasm and boundless energy were an inspiration to all of his team. He has that rare ability to get things done while making every employee feel that their contribution is important and valued."
John Chandler, Managing Director of Flatirons Resources LLC,
"Graham is very accomplished
at turning working capital into cash, I would not hesitate
to recommend his services to anyone."
Shannon Smith, Managing Partner of The Lavenir Group and former Managing Partner of Blue Point Capital provides his detailed assessment:
"The results from Grahamís focused WCashPlus methods far exceeded our expectations. He implemented them with dramatic, sustained success at one of our portfolio companies. Despite an apparent lack of market leverage, Graham used the WCP principles to forge strategic partnerships with customers and suppliers alike. He combined the resultant agreements with the relentless execution of the WCP process, and reduced the companyís working capital from 16% of Sales to a negative 6%. DSOís were reduced from the mid 50ís to the low 20ís.
Graham subsequently helped spur improvements at other companies within our portfolio, analyzing and highlighting the considerable cash benefits and sharing the WCP process with our CEOís and Operating Executive Group."
From the United Kingdom, Bernard Crooks, former COO
of GE Capital, GCF, outlines that:
"Graham’s track record speaks for itself.
He has consistently turned companies around, freeing up
working capital to finance the required changes and
delivering huge bottom-line improvements."
Ken Cloud, VP & GM at CCL Container vouches for the benefits:
Graham's arrival, no one realized just how much cash we were
leaving on the table. He helped us free up that cash, and
made working capital management a part of the company
culture. It didn't take extra people. It simply became a
part of what we now do every day, and measure every week.
The focus provided by Graham's process enabled us to achieve
negative Working Capital in our US and Canadian plants. The
pay-off was huge. The cash we generated from the reduction
in our working capital helped us fund the building of a new
$35 million state-of-the-art plant. We dramatically improved
service to our key customers and won a substantial amount of
new business with them."
Jim West, President of the Advisory
Board of Obrist Interior AG, Switzerland and former COO of Goldsmiths Group PLC
in the UK endorses the fact
methods and forensic focus on cash generation have made a
significant and hugely positive impact to the fiscal health
and well being of the business concerned. You can totally
count on him.”
Thomson, Managing Director, Mitutoyo UK Ltd explains:
Graham at Harvard Business School in 2000. His experience in
turning Working Capital into Cash was impressive and I have
since sought his professional advice on several occasions.”
Lee Nielsen of The Nielsen Group speaks of Grahamís focus on sustainable results:
"I have worked with Graham for more than 10 years and have found him to be of the highest integrity. He consistently works to find the best possible solution to challenging problems, and is extremely focused on ensuring the results are met while supporting colleagues in meeting their goals.
He led the recovery for a $750 million business by his dedicated focus on managing costs and working capital while building a strong, capable and financially savvy team. His leadership ensured the management team concentrated on critical results, creating the necessary process to reverse a multiple year slide in profitability."
CEO Geoff Martin reported to the CCL Board about Graham's work:
“Unlike its past
reputation, CCL Container became something of a cash
machine. Working Capital ended the year in negative
territory: a considerable difference to its historic
achievements. Sales ended at $170MM, up from $155MM, with
much positive news on the customer side.” (Quoted
with Geoff's permission.)
John Grampa, CFO Brush Engineered Materials Inc and former VP
Finance Avery Dennision highlights the strategic
significance of WCP’s Process:
“Imagine what kind of company you would have
if all of your working capital were converted to cash! With
his practical and proven WCashPlus Process, Graham Lloyd
businesses unleash extraordinary strategic value. Value that
is hidden in
the asset accounts of a company balance sheet. Unleashed,
the cash from
the working capital becomes a catalyst that can truly
transform an enterprise.”
Packing Industry Executive and Consultant Rick Majewski, was a Board Director of Convergent Label Technology where the WCashPlus Process was implemented:
“I have had the pleasure of working with Graham on several occasions. He is a dedicated and focused professional who gets results. His cash management insights and techniques have yielded unparalleled results in good times and bad. Graham is someone you can count on to do what they say. His professional manner is an extra bonus: he is a true pleasure to work with who I recommend without question.”
Decio Fabricio Oddone da Costa, CEO Petrobras Energia S.A., Argentina states:
“Graham has consistently demonstrated that the WCashPlus Process works. If you prefer cash in hand to working capital on the balance sheet, I recommend you give him a call.”
Please contact us for the many other testimonials confirming
the quality, effectiveness and success of our work.